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15067291
Negotiation Excellence: Successful Deal Making
Description
valoracion y negociacion de tecnologia
Mind Map by
David Romero
, updated more than 1 year ago
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Created by
David Romero
over 5 years ago
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Resource summary
Negotiation Excellence: Successful Deal Making
Analyze the negotiation context: Opportunities and constraints
1. Assess the historical, political, legal, and cultural context in which negotiations take place
2. Assess the purpose of the negotiation: Deal-making or dispute resolution
3. Assess the nature of the conflict: Are ideologies involved?
4. Assess the temporality of the negotiation: One-shot or long-term?
5. Assess external constraints: Is time an issue?
6. Assess external constraints
7. Assess external constraints: Communication channels
Analyze the negotiation structure and components
1. Identify the negotiation parties.
2. Define the issues
3. Understand the underlying interests.
4. Consider alternatives
5. Create a scoring system and sort out preferences.
6. Determine the target/aspiration and reservation/resistance points.
7. Assess your negotiation style.
8. Practice perspective taking.
9. Assess the relationship with the other party.
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Nego (binary/octet-stream)
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