MGT 357 Lecture Notes - Lecture 9: Channel Tunnel, Videotelephony, Circular Reasoning
Document Summary
Specific plans for strategies and for continuing operations. May also be faced with negotiating with government-owned companies. Managers must prepare; operational details must be negotiated. Negotiation - process of discussion by which two or more parties aim for mutually acceptable agreement. Find out likely demands, team composition, and counterpart authority. Getting to know one"s contacts and building mutual trust. If i were in their position, what would i want to know. Dirty tricks are in the eye of the beholder. Knows when to compromise but stands firm at the beginning. Accept compromises only when there is a deadlock. Refuses to make concessions beforehand and keep their cards close to chest. Keeps a maximum of options open before negotiation, operate in good faith. States their position as clearly as possible, respects the "opponents" Is fully briefed about the negotiated issues, has a good sense of timing and is consistent. Look for and say the truth, not afraid to speak up.
