3.13negotiationstudentversion

3.13negotiationstudentversion - authority to dictate an...

Info iconThis preview shows pages 1–10. Sign up to view the full content.

View Full Document Right Arrow Icon
Negotiation Prof. Randel
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
The Negotiation Process
Background image of page 2
Preparation and Planning Do your homework Your goals, their goals, history of conflict Develop strategy _______________________________________ _________________________________________
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Issues in Negotiation Should you spend time trying to assess your opponent’s personality? _______________________________________ _______________________________________ Do men and women negotiate differently? _______________________________________ Do different negotiation outcomes result for men versus women? _______________________________________
Background image of page 4
Third-Party Negotiations Arbitrator A third party with the
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Background image of page 6
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Background image of page 8
Background image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Background image of page 10
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: authority to dictate an agreement Mediator Neutral third party who facilitates a negotiated solution by using reasoning, persuasion, suggesting alternatives, etc. Conciliator Trusted third party who provides an informal communication link between the negotiator and the opponent Cross-Cultural Negotiations Bargaining Strategies Distributive versus Integrative Bargaining More on Integrative Bargaining Suggestions from Getting to Yes :-_____________________________________-_____________________________________-Invent options for mutual gain-_____________________________________ Distributive Bargaining...
View Full Document

This note was uploaded on 06/15/2008 for the course MGT 350 taught by Professor Randel during the Spring '08 term at San Diego State.

Page1 / 10

3.13negotiationstudentversion - authority to dictate an...

This preview shows document pages 1 - 10. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online