BU121 Final: negotiating.docx
Document Summary
Negotiating (6 marks short answer 3 marks from lab manual: easy process. Negotiation: on-going process through which two or more parties, whose positions are not necessarily consistent, work in an effort to reach an agreement (settle differences, necessary in everyday life, gives both parties advantages) Engage: recognize you are in a negotiation and quickly review the viable strategies. Assess: evaluate your tendency to use each of the negotiation strategies, as well as the tendencies of the other side. Strategies: select the proper strategy for this particular negotiation. Your one minute drill: each time begin a negotiation situation, take a minute to review 3 steps: negotiation strategy matrix 2 categories of collaborators. Avoidance: low cooperation, low engage; reactive not thinking; loss-loss outcome; avoiding it, don"t like conflict, avoid negotiate at all cost. Accommodation-precaution: you lose, other party win because you accommodate with other; danger: you always follow, people take advantage of you.
