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BUSINESS AND ECONOMICS
Art of Negotiation
Session 2,201 6
Department of Marketing and Management
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BUSINESS AND ECONOMICS
The Art of Negotiation
Session 2, 2016
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1 August Unit Overview No tu
WRITING A BUSINESS REPORT
All professionals need to be effective communicators. You may be called on to
provide advice and information designed to aid the decision making process to
senior management of an organisation for whom you work or to whom you are
Target point - point at which a negotiator would like to conclude negotiations.
Both parties to a negotiation should establish their starting, target and resistance points before
Bargaining range - spread between the resistance poin
Culture - refer to the shared values, beliefs and behaviors of a group of people.
International Negotiation: Art and Science
The science of negotiation provides research evidence to support broad trends that often, but not always,
occur during negotiation
Past experience, biased perceptions and the truly distributive aspects of bargaining can work
against integrative agreements.
Must manage both the context and process in order to gain the cooperation and commitment.
Create a free flow of information
Insufficient time to planning cause negotiation to fail
Negotiators fail to set clear goals - enter negotiation with a vague or incomplete sense of what they
Negotiators fail to set clear objectives or targets that serve as benchmark for evaluating
Ch.3 - Strategy and Tactics of Integrative Negotiation
- past experience, biased perceptions and the truly distributive aspects of bargaining can
work against integrative agreements.
- Must manage both the context and process in order to gain the cooperat
Involving analysis and communication that everyone can learn.
1. Be Prepared
Negotiators who are better prepared have numerous advantages including understanding their own
interests and BATNA, analyzing the other partys oers more eectively and eciently, u
Ch.4 - Negotiation: Strategy and Planning
- Insufficient time to planning cause negotiation to fail
- Negotiators fail to set clear goals - enter negotiation with a vague or incomplete sense of
what they want.
- Negotiators fail to set clear objectives or
Ch.6 - Perception, Cognition, and Emotion
- Perception, cognition, and emotion are the basic building blocks of all social encounters,
- Social action are guided by how we perceive, analyze and feel about the other party, the
Ch.2 - Strategy and Tactics of Distributive Bargaining
- Target point - point at which a negotiator would like to conclude negotiations.
- Both parties to a negotiation should establish their starting, target and resistance points
before beginning negotia
Ch.1 - The Nature of Negotiation
People negotiate all the time.
Negotiation happens almost daily, and on almost everyone.
How do negotiation occurs?
- Agree on how to share or divide a limited resources (e.g. land, money, time)
- Create something new th
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