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Lecture

Negotiating - Lecture Notes

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Department
Business
Course
BU121
Professor
Laura Allan
Semester
Winter

Description
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
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