GEB3031wk13

GEB3031wk13 - Negotiation Click to edit Master subtitle...

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Click to edit Master subtitle style Negotiation Cornerstone Course Dr. Cameron Ford
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Distributive Negotiations: Assumptions: Others are adversaries in a fixed-sum game Processes: Identify and defend a position Argue persuasively Use power tactics Outcomes: Compromises that split differences
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Integrative Negotiations: Creating Assumptions: Others are partners in a win-win game Processes: Reframing problems Focus on interests, not positions Invent options for mutual gain Outcomes: Mutual gain agreements
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The “Negotiator’s Dilemma” Most negotiation situations require one to both create and claim value The “dilemma” lies in effectively blending integrative (cooperative) strategies that create value with distributive (competitive) strategies that claim value
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Key Concepts in Negotiation BATNA: Your b est a lternative t o a n egotiated a greement Reservation price: The worst agreement you’re willing to accept (“walk-away”)
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GEB3031wk13 - Negotiation Click to edit Master subtitle...

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