By complementng them they are more likely to reciprocate in some way or another

By complementng them they are more likely to

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- By complementng them they are more likely to reciprocate in some way or another - By praising others you can also create litle obligatons whereby you can possibly expect favours being returned to you Coalitons with strong allies - Associaton with those in power will make others perceive the person as more powerful than what they really are Creatng obligatons - By doing a favour for someone a person builds up credit or an I-owe-you that can be called in later Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Chapter 7 Preparaton for Negotaton In order to plan efectvely any negotaton must - Specify goals and objectves - Understand the nature of the confict - Clarify how the negotaton process will be managed towards its intended outcome - Identfy issues to negotate their relatve importance and their sequence to the agenda - Understand opponents, their previous behaviour, their politcal and personal issues Objectves - It is important to gather informaton about your own limits and extremes in negotaton and those of your opponents - The more informaton you have about the other party the bater you will be able to antcipate their aspiraton and real bases Analyse Internal Conficts - Virtually all decisions have 2 elements or a combinaton of the two - Those that atract you – approach (+) - Those that push you away – avoidance (-) Approach-Avoidance Confict - The most common internal confict - Decisions where you want something but simulatneously are scared of the consequences - You have to remove the fear Approach-Approach Confict - Have to make a decision between two atractve alternatves but we cannot have both - Have to compare the atractveness of your proposal vs. the alternatve Avoidance-Avoidance Confict - Both alternatves are bad - Have to get them to engage in negotaton Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Real Needs - What intentons are behind requests or expected requests? - Real needs could be shrouded in rigid demands for price concessions Issues - Those maters that partes will raise during their talks and are ofen maters on which they will difer - Issues also possess difering weights for diferent sides around the table - One can even rank the issues for diferent sides as a part of preparaton Time and Timing - Time has real and ofen measurable value - Timing is important when approaching potental buyers or sellers How will you Frame the talks? - The way you frame the reason for the meetng will have a profound efect on the rest of the talks and even the actons that will fow from these talks Concessions and Cost - Determine what concessions may be necessary and what will the cost of such concessions be Hygiene Factors - Establish who the decision makers are, what kind of decision making process is likely, who will make fnal decision, who can infuence the fnal decision and who could the hidden partners be?
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