Class Notes (836,148)
Canada (509,657)
Business (3,286)
BU121 (464)
Laura Allan (258)

Negotiating - Lecture Notes

5 Pages
Unlock Document

Laura Allan

Negotiating – Lecture Notes (03/13/13) What is Negotiation?  The ongoing process through which two or more parties, whose positions are not necessarily consistent, work in an effort to reach an agreement  Negotiaphobia o Disease of attitude and skill deficiency o Many people see negotiations as act of combat or conflict o Skill that you need to work on Three-Step EASY Treatment Process  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: Each time you begin a negotiation situation, take a minute to review the 3 steps Thomas-Kilmann Conflict Mode Instrument  Late inthe negotiation process after legitimate strategiesfullyused  When onlyasmall gapremainson one issue  Alwaysdirectlytied toan agreement Negotiation Strategy Matrix Proactive Competition Collaboration Win/Lose Win/Win HighCooperation Lowcooperation Avoidance Accommodation Lose/Lose Lose/Win Reactive  What really matters is how the other side sees you  Affects how they negotiate with you  “know yourself as others know you”  2 categories of collaborators:  Sages and Dreamers  “unilateral collaboration is de facto accommodation”  check strength of accommodation tendency vs competition tendency  Biggest concern is when the number for any strategy is way too high  Deploy this strategy regardless of the situation and the strategy used by the other party Assess Their Tendency  Most people are extremely predictable  Key is to be observant enough to recognize it o Behavioral style and company culture  4 basic interaction styles – similar to DISC o Pace of information exchange o Focus on tasks or relationships  Drivers (D)  Expressives (I)  Amiables (S)  Analyticals (C) Interaction Styles Fast pace Drivers Expressives Boredom Failure Analyticals Amiables Making
More Less

Related notes for BU121

Log In


Join OneClass

Access over 10 million pages of study
documents for 1.3 million courses.

Sign up

Join to view


By registering, I agree to the Terms and Privacy Policies
Already have an account?
Just a few more details

So we can recommend you notes for your school.

Reset Password

Please enter below the email address you registered with and we will send you a link to reset your password.

Add your courses

Get notes from the top students in your class.