Negotiation

Chapter 2 The Negotiation Process: Four bes A Key construct for altogether Negotiations 2-2 Negotiator and mediator Theodore Kheel summarized a critical ideal:2 Negotiations atomic number 18 about changing the status quo. Unless both parties kindle receive something more than what the status quo provides, there is nothing for them to negotiate. why? If not, they will choose the status quo and walk away. 2 Theodore W. Kheel, The Keys to contest Resolution (New York, NY: Focus Walls Eight Windows, 1999). Kheel, 2-3 Five Negotiation attainments accomplishment 2.1: Preparation before entering a negotiation includes deciding a BATNA Skill 2.2: Consider abstract ground rules Skill 2.3: Develop an initial offer Skill 2.4: Anticipate acquit Skill 2.5: Decide if the negotiation is a single let go or multiple issues and if it includes two or more parties and the appropriate strategy.

Also decide if an impasse occurs how it should be resolved 2-4 The Four horizontal surfaces: Stage 1: Preparation Stage 2: first step Statements Stage 3: Bargaining Stage 4: Settlement Preparation Opening Statements Settlement Bargaining 2-5 Historical Development of the Negotiation Process 1930s-50s: Hard bargaining, threats, bluffs, little flexibleness 1980s: Getting to Yes introduced winwin strategy 1980s: Game Theory, Howard Raiffas The artistic production and Science of Negotiation 1990s: Interest-based bargaining (IBB) problem-solving focus Today: All these views have merged to produce a new collar of the negotiation process 2-6 Chapter Case: The Budget Presentation Francis, a newly appoint dept. head, asked the head of another department to describe the budget process. She told him its a vicious, competitive process…we all know that we are fighting for a share of a fixed kitten of funds After the meeting you sit down with the chief operating officer and try to get the most you can for your department, keeping in mind the presentation by the other dept. heads How does Francis prepare?... If you postulate to get a full essay, order it on our website: Ordercustompaper.com

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