BU121 Lecture 16: BU121 - Lecture 16
Document Summary
The often ongoing process through which two or 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 or conflict, skill you need to work on. 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. Avoidance lose/lose situation but useful sometimes low reactive and cooperation. Accommodation be careful lose/win situation low reactive high cooperation. Competition win/lose what one gets other loses high proactive low cooperation. Collaboration win/win difference you are not seeing the pie as fixed but variable high proactive and high cooperation.
