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Unformatted text preview: Preparation and Planning • Definition of Ground Rules • Clarification and Justification • Bargaining and problem solving • Closure and implementation Individual Differences in Negotiation Effectiveness • Personality Traits in Negotiation o Personality and Intelligence don’t have a great effect on negotiation • Moods/Emotions in Negotiation o In distributive bargaining, anger causes the opponent to withdraw. But in integrative bargaining, positive emotions and moods result in a better outcome. • Gender Differences in Negotiation o Men perform slightly better in negotiation because women value interpersonal relationships higher and women avoid conflict Improving Negotiation Skills • Set ambitious goals • Pay little attention to initial offers • Research your opponent • Address the problem, not personalities • Be creative and emphasize win-win solutions...
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This note was uploaded on 02/05/2011 for the course BADM 066 taught by Professor Bailey during the Spring '07 term at GWU.
- Spring '07
- Exchange Rate