Negotiation

Negotiation

1. Types

   • Distributive bargaining
     • Zero-sum conditions (one party looses the other wins)
   • Integrative bargaining
     • Win-win

2. Process ( X 2)

   • Preparation (X7)
     • Set goals
     • Analyse situation
     • Identify Issues
     • Analyse information on opponents
     • Legal and financial obligations
     • Tactics
     • Feedback
   • Negotiation (X5)
     • Emotional
     • Political
     • Problem-definition
     • Constructive
     • Final socio-emotional

3. Effective skills

   • Research
   • Positive
   • Deal with the issue not the person
   • People go in idealistically
   • Emphasise win-win