Flashcards
Negotiation
Cards in this deck (10)
- 1NegotiationDiscussion aimed at resolution or agreement
- 2Theories of Negotiation• Positional = Competitive / Compromise
• Principled = Interest-Based / Co-Operative / Collaborative - 3Principled Approach (Getting to Yes)• Separate people from problem
• Focus on interests, not positions
• Invent options for mutual gain
• Select options using objective criteria - 4Positional Approach• Intimidate opposite party into acceptance
• High opening demands
• Threats / Tension / Pressure
• Focus on outmanoeuvre & victory - 5Personality TypesAvoiding
Integrating
Obliging
Compromising
Dominating - 6Game Theory Approach• Nash Equilibrium
• Rules / Pay-offs / Strategies
• A more behavioural approach
• Win / Win emphasis - 7Integrative Approach• Common interest between parties
• Full discussion of parties perspectives
• Emphasis on intelligence / creativity - 8Basics of Negotiation•Negotiation Power
• Preparation for Negotiation
• Opening Offers
• Stages of Negotiation - 9First Offer Positions• Soft High
• Firm Reasonable
• Problem Solving - 10Stages of Negotiation1) Orientation & Positional
2) Argument / Compromise / Alt. Soln.
3) Emergence & Crisis
4) Agreement or Final Breakdown
Information
- Description
- Undergraduate Legal Issues Flashcards on Negotiation, created by muhd.nurul on 08/05/2015.
- Created by
- muhd.nurul
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