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...

Ngày tải lên: 12/07/2014, 12:49

... 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...

Ngày tải lên: 22/08/2012, 22:07

... 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...

Ngày tải lên: 04/10/2012, 11:45

... 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

Ngày tải lên: 07/02/2013, 09:32

... 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

Ngày tải lên: 14/03/2013, 16:44

... phán cnh tranh- Distributive Negotiation • Zero Sum Games • Hai bên c gng có đc phn bánh to hn thay vì làm to chic bánh • Liên quan ti phân phi li nhun vì vy có tên Distributive • ... Mi bên th 3 nh môi gii gia hai bên – assist in negotiation • Mi bên th 3 tr giúp trong quá trình thng tho – Assist party in negotiation • Hai bên đàm phán tìm ra cách gi...

Ngày tải lên: 04/09/2013, 10:07

Ngày tải lên: 19/09/2013, 11:25

... 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...

Ngày tải lên: 20/09/2013, 00:26

... 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...

Ngày tải lên: 20/09/2013, 00:28

... 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...

Ngày tải lên: 20/09/2013, 00:28