Karteikarten
Week 7 - Distributive and Integrative
Karten in diesem Stapel (9)
- 1Distributive negotiation (e.g. divorce settlement)drive by a win-loose mindset
- when parties are trying to divide something - 2Bargaining SequenceOpening Offer
Counter Offer
Initial concessions
Final offer - 3Bogeypretending the issue is not important
- 4Bait and switchchanging the object of negotiation
- 5Nibbleasking for last minute compromise
- 6Integrative Negotiationfocuses on the interest of the parties
- 7Fisher and Ury's Four Components (separate, focus, generate alternatives, evaluate)1. Seperate people from the problem
2. Focus on interests not positions
3. Generate a variety of alternatives that provide mutual gain
4. Evaluate alternatives based on the objective criteria - 8Substansive Interests (examples)price, property etc.
- 9Process InterestsThe process of negotiation (how it happens)
Informationen
- Beschreibung
- Karteikarten am Week 7 - Distributive and Integrative, erstellt von Simona Rogoz am 14/09/2017.
- Erstellt von
- Simona Rogoz
- Aufrufe
- 0
- Bewertung
Mehr zu Types and Styles of Negotiation