nba666session3__new_recruit - Agenda 4:25-4:45 4:45-5:15...

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Agenda 4:25-4:45 Review 4:45-5:15 Prepare New Recruit 5:15-5:50 Negotiate NR 5:50-6:00 Hand in contract, post results 6:00-6:50 Debrief 6:50-7:00 Planning Info
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Creating Value 1 st step is preparation 1. Analyze your interests 2. Set your priorities (set goals) 3. Estimate OP’s interests and priorities 5. Identify Bottom Line Package 6. Identify Aspiration Package 7. Note the information you do not have
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Creating Value What other things help create value?
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Creating Value Build trust and share information Ask diagnostic questions – then LISTEN Unbundle Issues Make package deals not single-issue offers Make multiple offers simultaneously
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Sharing information leads to more efficient deals. Sharing information also puts one at risk for being exploited.
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The greater the trust, the less risky it is to divulge information Frame it as collaboration Reveal a bit of information at a time. Is it
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This note was uploaded on 03/07/2008 for the course NBA 6660 taught by Professor Proell,chad during the Spring '06 term at Cornell University (Engineering School).

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nba666session3__new_recruit - Agenda 4:25-4:45 4:45-5:15...

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