Negotiation - Click to edit Master subtitle style...

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Unformatted text preview: Click to edit Master subtitle style Negotiation GEB 3031: Cornerstone Professor Cameron M. Ford Assumptions: ◦ Others are adversaries in a fixed-sum game Processes: ◦ Identify and defend a position ◦ Argue persuasively ◦ Use power tactics Outcomes: Distributive Negotiations: Assumptions: ◦ Others are partners in a win-win game Processes: ◦ Reframing problems ◦ Focus on interests, not positions ◦ Invent options for mutual gain Outcomes: Integrative Negotiations: Most negotiation situations require one to both create and claim value The “dilemma” lies in effectively blending integrative (cooperative) strategies that create value with distributive (competitive) strategies that claim value The “Negotiator’s Dilemma” Sequentially related negotiation episodes Early Phases ◦ Become familiar with other party ◦ Build trust ◦ Monitor implementation ◦ Walk away from poor results Final Phases Multiphase Negotiation...
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This note was uploaded on 12/03/2009 for the course GEB 3031 taught by Professor Dr.ford during the Spring '09 term at University of Central Florida.

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Negotiation - Click to edit Master subtitle style...

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