Week 9 - Negotiations Can be much more successful knowing:...

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Negotiations Can be much more successful knowing: - Goals - BATNA - Being Prepared A Few of the Important Terms Discussed in Class - BATNA - TARGET - RESERVATION - MPP - ZONE of AGREEMENT How does one’ proclivity toward a specific negotiation style matter - Competitor - Avoider - Compromiser - Accommodator - Collaborator You should understand characteristics of each of these styles You should understand and be able to think of examples when each would be more appropriate than other and when each would be less appropriate. The value of a particular style is likely to be situation specific. The appropriateness of using a particular style may depend on the contra-negotiator. Framing matters 1. Whether you are the seller or the buyer can matter in how you value something. 2. Through collaborative negotiation, it may be possible to find an optimal solution (e.g., moving day—who gets the book and how much do they pay for it); 3. Emotion often plays a role—the other side of the negation may not always be
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This note was uploaded on 06/06/2011 for the course MGMT 371 taught by Professor Mackenzie during the Spring '09 term at South Carolina.

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Week 9 - Negotiations Can be much more successful knowing:...

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