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Negotiation - Negotiation BUSM540 Fall2010 PeterMadsen...

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Negotiation BUS M 540 Fall 2010 Peter Madsen
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Schedule Nov. 30: Negotiation Read: Bauer & Erdogan, “Negotiations” (BB) Dec. 2: Negotiation Cases No Reading Due: Two short cases will be introduced, analyzed, and submitted during class. Please make every effort to be in class on this day. Dec. 7: Managing Change in PSFs Read: “True Professionalism,” Ch. 16 Read: Kotter, “Leading change - Why transformation efforts fail,” (Harvard Business Review) Dec. 9: Work-Life Issues & Course Wrap-up Read: Christensen, “How Will You Measure Your Life” Read: Ellis, “Being a Happy and Successful Lawyer” (BB) Dec. 17: Final Exam Due Due: Final Case Analysis (Instructions in BB; Due by 11:55 PM)
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NAME: _________________________ 1. BATNA is an acronym that stands for: A. Build alliances to negotiate aggressively B. Best alternative to a negotiated agreement C. Beat adversaries to negotiate acceptably 2. The approach to negotiation that seeks “win-win” solutions is called the: A. Distributive approach B. Integrative approach C. Unrealistic approach 3. One of the most common negotiating errors is to: A. Maintain an unprofessional appearance B. Develop a friendly relationship with your counterpart C. Fail to negotiate at all
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Negotiation n “A discussion between two or more parties with different (often competing) interests intended to produce an agreement.” n Negotiation is a way of resolving conflict
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Conflict Handling Styles Level of Competitiveness of Cooperation Avoidance Competition Accommodation Compromise Collaboration
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When Might You Need to Negotiate?
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