BU121 Lecture Notes - Lecture 9: William Ury

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The (often) ongoing process through which 2+ 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. 7: completely characteristic: when i negotiate, my interests must prevail. 6: i often find reasons to put off meetings until a better time, even when there"s a chance discussions might help resolve the dispute. 3: it"s smart to put aside unpleasant confrontations and negotiate using a friendly approach. 5: the focus of the negotiation should be to get as large a slice of the pie" as possible. 5: i try to identify shared principles to use as a basis for resolving disputes. 6: often the best approach is to just do what you need to do and hope the other side does not notice.

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