BU121 Lecture Notes - Lecture 14: Don Hutson
Document Summary
The one minute negoiator don hutson and george lucas. Engage: recognize you are in a negoiaion and quickly review the viable strategies. Assess: evaluate your tendency to use each of the negoiaion strategies, as well as the tendencies of the other side. Strategize: select the proper strategy for this paricular negoiaion. Your one minute drill: each ime you begin a negoiaion situaion, take a minute to review the 3 steps. Thomas-kilmann conlict mode instrument (not tested on memorizaion of instrument, but applicaion) You"re late in negoiaion process ater legiimate strategies fully used. When only a small gap remains on one issue. Always directly ies to an agreement: compromising is not suggested because: It is a middle posiion that doesn"t accomplish a negoiaion in which either side is happy neither side actually wins or gets what they wanted. It brings an agreement but not in an ideal way. Compeiion (win/lose) proacive, low cooperaion (one has to lose and one win)
