Negotiation_Strategies_NBA515_Presentation

Negotiation_Strategies_NBA515_Presentation - Negotiating...

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Negotiating Strategies NBA 515 Spring 2008
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Negotiating as a key leadership skill NBA 515 Spring 2008 Make a persuasive case for your vision Marshal the resources (including the people!) necessary to carry out your strategy Find creative solutions to the challenges your unit/ department faces Establish productive relationships with subordinates (as well as clients, vendors, and customers)
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Getting Ready to Deal NBA 515 Spring 2008 Solution? Systematic Preparation
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Planning Step 1: Who Am I? What do I care about? What can I not live without? What can I trade away? NBA 515 Spring 2008
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Planning Step 2: Who Am I Dealing With? What do they care about? What can they not live without? What low-cost goods or services can they provide me that meet my interests? NBA 515 Spring 2008
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Planning Step 3: What Are the Norms and Rules? What are the rules? Will you see each other again? Do you care about your own reputation?
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Negotiation_Strategies_NBA515_Presentation - Negotiating...

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