Negotiations.doc

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19 Mar 2013
School
Department
Course
Professor
Negotiating
Monday, March 11, 2013
1:54 PM
The One Minute Negotiator Model
What is negotiation?
"The ongoing process through which two ore more parties, whose positions
are not necessarily consistent,, work in an effort to reach an agreement"
"negotiaphobia" - disease of attitude and skill deficiency
Many people see negotiations as act of combat/conflict
Skill you need to work on
Three-Step EASY Treatment Process
Thomas-Kilmann Conflict Mode Instrument
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Compromising:
Late in negotiation process after legitimate strategies fully sued
When only small gap remains on one issue
Always directly tied to agreement
Negotiation Strategy Matrix
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