Negotiation Lecture Notes

Negotiation Lecture Notes - Negotiation Lecture Notes...

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Negotiation Lecture Notes Negotiation A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them. Negotiation Strategies Guidelines for Integrative (Win-Win) Negotiations Attend to interests, not positions Compatible issues/shared goals Be flexibility and creative Logrolling - Trade-off across issues o Offer the other side something that they value more than you, in exchange for gaining something from them that you value more than they do. Requirements for Effective Integrative Bargaining Openness with information on both sides Candidness about concerns Sensitivity to each others needs Ability to trust one another Willingness to be flexible Integrative Bargaining Activity Scenario 1: A group of students wants a faculty member to postpone the next exam until after Spring Break. Currently the exam is scheduled for the Friday before Spring Break, and you would prefer to have the exam on the Monday or
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This note was uploaded on 02/16/2011 for the course BADM 066 taught by Professor Bailey during the Fall '07 term at GWU.

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Negotiation Lecture Notes - Negotiation Lecture Notes...

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