15067291
Descripción
Mapa Mental por David Romero, actualizado hace más de 1 año
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Creado por David Romero
hace más de 5 años
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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
- 1. Assess the historical,
political, legal, and cultural
context in which
negotiations take place
- 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.
- 1. Identify the
negotiation parties.
Recursos multimedia adjuntos
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