SPTE 203 Negotiating and Booking and Scheduling

SPTE 203 Negotiating and Booking and Scheduling -...

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Unformatted text preview: Negotiating and Booking and Scheduling Negotiating • Negotiating is one of the major jobs of the manager/director. • Everything is not negotiable. • Every negotiation results in somebody giving something up or losing something. • I f there is compromise, there is loss. Negotiating • A good negotiation should result in: 1) A wise agreement if an agreement is possible. 2) An efficient agreement. 3) An improved or at least undamaged relationship between the parties. Positional Bargaining • Parties take and then argue their positions. • Can take away the focus on reaching a wise agreement. • Can cause parties to lose sight of the real issues. • May adopt a “win at all costs” attitude or at least an attitude where winning is more important than resolving the issues. • May damage or destroy relationships. Principled Negotiating • Also known as “negotiating on the merits”. 1) Separate the people from the problem. 2) Focus on interests, not positions. 3) I nvent options for mutual gain. 4) I nsist on using objective criteria. Booking and Scheduling • Scheduling is creating a mix of events that satisfies your mission....
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This note was uploaded on 02/10/2011 for the course SPTE 203 taught by Professor Kenyon during the Fall '10 term at South Carolina.

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SPTE 203 Negotiating and Booking and Scheduling -...

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