Negotiations 1

Negotiations 1 - By definition it is zero sum Negotiations...

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Negotiations Negotiations: o Process where 2 or more parties decide what each will give and take in the context of some relationship Occur when we: o Do a variety of activities The historical options: o Soft (bambi): Avoid confrontation Maintain relationships Disclose Make offers Yield to pressure Concede generously o Hard (Trump): Battle Win Mislead Make threats Apply pressure Compromise reluctantly o Distributive: Assumes “fixed pie” of limited resources
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Unformatted text preview: By definition it is zero sum Negotiations decide who gets how much pie Type of negotiation is transactional and usually considers just the tangible aspects of a deal o Integrative: Collaborate to find win-win solution Focus on developing mutually beneficial agreements based on interests of parties May focus on both tangible and intangible How can we make the pie bigger?...
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Negotiations 1 - By definition it is zero sum Negotiations...

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