BU121 Lecture Notes - Lecture 14: William Ury, List Of Knot Terminology, Don Hutson
Document Summary
After studying this topic you should understand: What a negotiation is and why it is such an important skill. Negotiating skills the one minute negotiator & getting to yes. The one minute negotiator by don hutson and george lucas. The (often) ongoing process through which two or more parties, whose positions are not necessarily consistent, work in an effort to reach an agreement. Negotiation strategy matrix: activeness as y axis, cooperation as x axis. Late in the negotiation process after legitimate strategies fully used. When only a small gap remains on one issue. Collaboration (win/win): work together so both of us win. Accommodation (lose/win): have to be extremely careful with. What really matters is how the other side sees you. 2 categories of collaborators: sages and dreamers, sages: recognizes when there is an opportunity and can collaborate, dreamers: likes the idea of collaboration but don"t recognize the opportunity to collaborate with others.
