BU121 Lecture Notes - Lecture 12: Don Hutson
Document Summary
Yes, you negotiate everyday all the time, no matter how large the negotiation is. When to eat lunch, whether or not to go to class, etc: negotiaphobia disease of attitude and skill deficiency. Many people see negotiations as act of combat or conflict. Your normal strategy may not be the one that will work for the particular situation: your one-minute drill: each time you begin a negotiation situation, take a minute to review the 3 steps. Negotiation strategy matrix: proactive strategies normally (not always) seem to be more efficient, avoidance. Your head is in the same; not really sure what is going on: accomodation. You"re just giving in and letting the other party have what they want. Will not build relationship; they are taking advantage of you. This is a way to test a relationship if they take advantage of you, then you know. Be careful, and do it when it is right: competition.
