Splitng actvites so at least some of the work can get started Reordering

Splitng actvites so at least some of the work can get

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- Splitng actvites so at least some of the work can get started - Reordering actvites so they may be accomplished sooner - Reducing scope Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Negotiations Chapters 1,2,3,4,5,6,7 Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Chapter 1 Negotaton - A skill based upon knowledge, abilites, attudes, personality communicaton and power - Through negotaton we make sure that the price of peace is paid beforehand - Negotaton is the interactve process of creatng value - The process of creatng value could involve various actons or phases, such as communicaton, building relatonships, defning problems and opportunites Basic Bargaining Principles BATNA - Best Alternatve to a Negotaton Agreement - Lies below the real base - Aspiraton Base (AB) – Setng the highest achievable negotaton target level in terms of goals or objectves to conclude a negotated agreement - Real Base (RB) – The point where negotators should exit the negotaton Anchoring Strategy and Aspiratons Base - Afer determining your AB and that of the opponents one could decide where to start anchoring a frst ofer - Anchoring/focalism is a potent cognitve bias in dealing with uncertainty in negotatons, in which people give too much weight to the frst tangible number or evidence and adjust too litle from that point - If the Zone Of Possible Agreement(ZOPA) is unknown a negotator may consider holding back on any ofer and allowing the other side to make a frst ofer or set a ‘vague’ anchor Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Related Concepts Collectve bargaining - Refers to all negotatons which take place between an employer, a group of employers or one or more employers’ organizatons Mediaton - A process for resolving disputes by which an independent mediator assists the partes in reaching a mutually satsfactory setlement Arbitraton - Essentally a very simple method of resolving disputes - Those in dispute agree to submit the disputes to an individual whose adjustment they are prepared to trust - The arbitrator listens to the partes and the arguments and makes a decision - That decision is fnal and binding upon the partes Facilitaton - Skill set that guide the process and make the journey easy toward a goal Lobbying - One party tries to pressurize the other by involving other interest groups to accept its point of view or objectve Talks - Informal meetngs wherein partes will collect informaton and explore each other’s fexibility and acceptability Win-Win and Win-Lose Negotaton Win-win negotaton - Integratve negotaton - Are generally more gratfying for all involved Win-Lose negotaton - A compettve negotaton strategy that is used to decide how to distribute a fxed resource - The partes assume that there is not enough to go around so the more one side gets the less the other side gets Lose-Lose negotaton - One party tries to infict damage on the other party while at the same tme not caring about the damage inficted on itself Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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