BU121 Lecture 12: BU121 LECTURE TWELVE
Document Summary
What is negotiation: process more important than the destination, 2 or more parties whose positions are not necessarily consistent work together to reach an agreement. Do you need to know how to negotiate: a skill you need in your everyday life, ex. When we were deciding what to do for new venture, we all had different ideas and then we negotiated to arrive at one: life is a negotiation. 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.
