Flashcards
Week 5 - Intro to Negotiation
Cards in this deck (8)
- 1Negotiationcommunication process between interdependent partied with differing goals
- 2TangiblesThings you can touch -
e.g. negotiating a payrise - 3IntangiblesThings you don't know specifically what you're negotiating.
e.g. negotiating a desired outcome - 4Goals (CRIP)Content
Relationship
Identity
Process - 5Unilateral Strategy"I don't care what the other person says"
- 6Bilateral StrategyThinking about the other party
- 7Negotiation Model (ACAC)Avoiding (low concern for self, low concern for other)
Competing (high concern for self, low concern for other)
Accommodating (high concern for self, high concern for other)
Collaborating (low concern for self, high concern for other) - 8Basic Negotiation Framework (5)1. Decide to negotiate
2. Prepare
3. Negotiate
4. Bargain
5. Confirm
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- Flashcards on Week 5 - Intro to Negotiation, created by Simona Rogoz on 14/09/2017.
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- Simona Rogoz
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