Robbins%20Chpt%2020%20%20Negotiating%209-12-07(2)

Robbins%20Chpt%2020%20%20Negotiating%209-12-07(2) -...

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    Negotiation Distributive Bargaining and  Integrative Bargaining Robbins Chapter 20
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    Two Types of  Bargaining Strategies-Distributive Distributive
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    Staking out the bargaining  zone
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    Two Types of  Bargaining Strategies-Integrative Integrative Bargaining
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    Guidelines for  Effective Negotiating Consider the other party’s  situation
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    Guidelines for  Effective Negotiating Concrete Strategy
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    Guidelines for  Effective Negotiating Positive Overture
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    Guidelines for 
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Unformatted text preview: Effective Negotiating Addressing Problems, Not Personalities Guidelines for Effective Negotiating Maintain a rational, goal oriented frame of mind Guidelines for Effective Negotiating Pay little attention to the initial offers Guidelines for Effective Negotiating Strive for win-win solutions Guidelines for Effective Negotiating Insist on using objective criteria END...
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This note was uploaded on 04/05/2008 for the course BA 330 taught by Professor Hartge during the Spring '08 term at University of Michigan.

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Robbins%20Chpt%2020%20%20Negotiating%209-12-07(2) -...

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