2010_Set_6-_Negotiation

2010_Set_6-_Negotiation - Negotiations & Negotiating...

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Negotiations & Negotiating Talk, Dialogue, Debate, Power, Adversarial, Mutual gains… A Key Asset of the Entrepreneur
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Negotiations When are negotiation skills required for the Entrepreneur? Negotiating styles and approaches employed by members of this class? What is important in terms of negotiating behaviour? Types of negotiation (tactics) How would you define the negotiation process?
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Negotiators should. .. Have a game plan with Targets Aspiration zone Settlement ranges Have resistance points Walk away zone Know yours and their BATNA Be prepared and reasonable How?
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Key considerations Setting a range (next slide) Minimum and maximums BATNA Uncovering objections Analyze concessions Brainstorm with others, Keep track, Size of concession is important Large– room to negotiate Small- close to an agreement
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The Bargaining Zone: Settlement Potential Buyer’s Ideal Seller’s Ideal Seller’s Minimum Buyer’s Maximum Bargaining Zone Buyer’s Expectation Seller’s Expectation
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The Bargaining Zone: Settlement Potential Buyer’s Ideal Seller’s Ideal Seller’s Minimum Buyer’s Maximum Buyer’s Expectation Seller’s Expectation Chasm
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This note was uploaded on 12/10/2011 for the course ECON 220 taught by Professor Malleck,geoff during the Winter '10 term at Waterloo.

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2010_Set_6-_Negotiation - Negotiations & Negotiating...

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