negotiation

negotiation

1. communication and culture

   • high-context communication
     • impliciet
       • indirect
         • emotional
   • low-context communication
     • normative
       • exmplicit
         • direct
     • rational
       • analythic
         • logic&reasoning

2. motivation

   • social
     • pro-social
       • cooperative
       • forms relationships
       • joint gains
     • selfish
       • competitive
       • distributing resources
         • BATNA
           • first-level: individual
             • second level: organizational
   • epistemic
   • impression