BU121 Lecture 10: Negotiating
Document Summary
Negotiating is the ongoing process through which two or more parties whose positions are not necessarily consistent work in an effort to reach an agreement. Negotiaphobia is a disease of attitude and skill deficiency: skill you need to work on, many people see negotiations as act of combat or conflict. 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. Strategize: select the proper strategy for this particular negotiation. Your one minute drill: take a minute to review the 3 steps each time you begin a negotiation situation. Late in the negotiation process after legitimate strategies fully used. When only a small gap remains on one issue. What really matters is how the other side sees you: affects how they negotiate with you, know yourself as others know you.
