Negotiation techniques

Negotiation techniques

1. Interdependence

   • Nun- Zero
     • Mutual gains situation
   • Zero- sum
     • One winner

2. Negotiation

   • WIN-WIN SITUATION
   • Characteristics
     • Two or more parties
     • conflicts of needs
     • negociate to get a better deal

3. BATNA: Best alternative to a negociate agreement

   • MUTUAL ADJUSTEMENT
     • Dilema of honesty
       • How much truth
     • Dilema of trust
       • How much should believe

4. Bargaining

   • Win-lose situation