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Negotiating for Mutual Advantage

Description

Negotiating for Mutual Advantage

Mind Map by Rishabh Wadhwa, updated more than 1 year ago

	Created by Rishabh Wadhwa about 6 years ago

3

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Resource summary

Negotiating for Mutual Advantage

Types of assertion
1. Basic Assertion
2. Empathetic Assertion
  1. Broken Record/instant replay
  2. Fogging
  3. Applications
3. Negative Feelings Assertion
4. Discrepancy Assertion
5. Consequence Assertion
The features of a negotiation
1. People involved
2. Formality
3. Contact
4. Conflict
5. Joint decision-making
Persuasion vs negotiation
1. 1. Objectives
2. 2. Flexibility
The three-phase negotiation model
1. A) Planning Phase
  1. Identify the issues
  2. Research
  3. Setting objectives
  4. Researching the players
  5. Using written documents
2. B) Negotiating phase
  1. Exploration
  2. Bidding
  3. Bargaining
  4. Settling
3. C) Consolidation phase
Assertiveness in a negotiating situation
Assertiveness control model
Responsiveness
Communication style grid
Communication style characteristics
1. The amiable
2. The analytical
3. The driver
4. The expressive
5. Strengths and weaknesses of the styles
Recognising others’ communication style
Communication style and leadership

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