COMM101 Lecture Notes - Lecture 16: Energy Star, W. M. Keck Observatory, Extended Producer Responsibility
14 Apr 2016
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Document Summary
Negoiaing works 80% of the ime, but the other 20% it doesn"t. Hard posiion is when you stand your ground, be compeiive and sot is giving in. The viewpoint that a person takes when you state what you want, their posiion, your approach to negoiaion. Sages: know when collaboraion is possible, how to make good decisions, know when to collaborate. Dreamers: unrealisic expectaions, negoiaion going in favor of both paries. Opponent does not want to collaborate, or not capable of collaboraing. When the size of the pie is ixed and you are unwilling to share. When situaion presents opportuniies with capable and willing decision makers on all sides, win win. Preparaion need ideniicaion, cooperaion from both sides, trust, internal. Both sides need to collaborate in order for it to be collaboraion: dreamers, sages, 80/20 rule. In weaker bargaining posiion, no leverage over others, can improve leverage with knowledge.
