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NEGLEC1 11-1 - Negotiation refinethatstyle...

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Negotiation
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You have a style that works We’ll focus on some things that can help you  refine that style Effective Negotiation is a Skill
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Some small differences based on personality and  gender These differences offset by characteristics of the  situation   Personality, Gender, &  Negotiation
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Two or more parties Conflict of interest  Believe better deal is possible Prefer searching for agreement Expect give and take Manage tangibles and intangibles Characteristics of Negotiation
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Claiming value  Creating value Negotiation is about
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Contract zone in bargaining A              A B A B B I T R R T I I = initial – where you start T = target – your goal R = resistance – the point you won’t go beyond
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Contract zone in bargaining A              A B A B B I T R R T I A              A B A B B I T R R T I 105,000 110,000 116,000 118,000 120,000 125,000 105,000 110,000
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