Negotiation Principles - Negotiation planning and strategy
8 important questions on Negotiation Principles - Negotiation planning and strategy
What is zero sum negotiation?
Where is cooperative negotiation looking for?
Where ends up the more successful negotiator?
Negotiators lost half of the potential value of transactions because they failed to explore partnership and create added value.
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Which elements (must haves) must be determined as part of negotiating planning?
--> every negotiator must know and understand these elements.
When is it pointless to drive demands for negotiation?
These terms are essentially non-negotiable and the size of the list varies, both by country and industry.
What is important to determine during Establishing goal and why?
These are important alternatives the standard or starting position that is being presented and are fundamental to negotiation being meaningful.
"(jood negotiators do view these as compromises or concessions; they understand that fallbacks are bargaining chips that they exchange for something that they value.
The negotiator must understand the potential connection between goals and their value relative to each other.
Why is it important that a team have consensus about time to walk away?
What is the next step after establishing goals and what is it about?
The substantive outcome at stake in the negotiation must be weighed against the longer-term relationship.
following a strategy an organization has a unilateral approach, pursuing its own goals and focusing on the desired outcome. it is essential to consider the other party's interests or motivations, including their level of commitment, because the main foundation for negotiations is the extent to which there is mutual dependence.
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