distributive negotiation
distributive negotiation
... go.
•
This is where you will ‘walk away’.
Distributive Bargaining
•
To the extent that a negotiation is
about gaining as much as possible of
what is available, it is Distributive.
•
People try to get ... realistic,
but optimistic)
•
Step 5: Make the first offer (if you are
prepared)
Two Dilemmas in Distributive
Negotiation
•
Dilemma of Honesty
–
How much of the truth to tell the...
Taking Negotiation Talents Global
...
Negotiation
Gather intelligence – learn
as much as possible
Prepare for differences
about time, punctuality, and
logical process
Relationships are important
Don’t seek compromise as
the answer to impasse
automatically
Hire a skilled interpreter and
practice with them
Establish credibility but do
not boast
Be patient
Prepare, prepare, prepare
If misunderstandings occ...
Christmas party negotiations - Speaking
... put the sentences in the order of a typical negotiation
meeting.
Written by Alex Case for UsingEnglish.com © 2007
Christmas party checklist and negotiations
Student A
You and your partner ... by Alex Case for UsingEnglish.com © 2007
Christmas party checklist and negotiations
Worksheet 2- The Language of Negotiations Reversi Game
Teacher's instructions
Photocopy one cop...
Mba - Management - Negotiation - The Science Of Influence
...
effectively and responsibly. The
applicability of the science of social
influence to mediation and negotiation is
corroborated by the overlap between the
research outcomes and the practices
that
NEGOTIATION BASIS
...
NEGOTIATION BASIS
Trình baøy: Th.só Buøi Quang Vónh
TIẾN HÀNH THƯƠNG LƯNG
Mở đầu:
-
Chào hỏi, ... hơn,
bạn được giao nhiệm vụ tìm thuê văn
phòng mới
Bạn sẽ làm gì để thực hiện nhiệm vụ
này?
NEGOTIATION
Vùng thương lượng
Các chiến thuật thương lượng:
-
Chia nhỏ
-
Thiện chí Hợp tác
-
Lảng
Giáo trình bài giảng kỹ năng mềm Negotiation
... phán cnh tranh- Distributive Negotiation
• Zero Sum Games
• Hai bên c gng có đc phn bánh to hn thay vì làm to chic bánh
• Liên quan ti phân phi li nhun vì vy có tên Distributive
• ... Mi bên th 3 nh môi gii gia hai bên – assist in
negotiation
• Mi bên th 3 tr giúp trong quá trình thng tho – Assist
party in negotiation
• Hai bên đàm phán tìm ra cách gi...
nature of negotiation
... toward
seeing problems as more distributive/ competitive than they
really are
1-17
The Dual Concerns Model
1-24
Approach to the Subject
Most people think bargaining and negotiation mean the
same ...
situation
•
Negotiation: refers to win-win situations such as
those that occur when parties try to find a mutually
acceptable solution to a complex conflict
1-5
Characteristics of a
Neg...
negotiation strategy and plannin
... achieved
•
Assess constituents and the social context of
the negotiation
4-18
Understanding the Flow of
Negotiations: Stages and Phases
Negotiation proceeds through distinct phases or
stages
•
Beginning ... relationship
4-9
The Social Context of
Negotiation: “Field” Analysis
4-19
Goals – The Focus That Drives
Negotiation Strategy
•
Determining goals is the first step in the
negotia...
finding and using negotiation po
... someone who
doesn’t do what they want.
7-9
Why Is Power Important to
Negotiators?
Seeking power in negotiation arises from one of
two perceptions:
1. The negotiator believes he or she currently ... ed.
Contextual Sources of Power
Power is based in the context, situation or
environment in which negotiations take place.
•
BATNAs
–
An alternative deal that a negotiator might pursue if she...