BU121 Lecture : Negotiation -2.docx
Document Summary
Do it in way that demonstrates investment in relationship. Objections are a sign of interest: some audiences are only sitting here with no reaction. But some audience who will argue your side are interest in your content. You need to avoid audience just staying here, push them engage in you and ask you question: accommodation. In significantly weaker bargaining position no leverage. How you accommodate is as important as when. This time around we would be willing to consider and don"t make excuses. No leverage: don"t have negotiation power or sufficient knowledge, it is one time thing and take responsibility to your relationship: competition. Opponent not inclined or capable of collaborating. Need senior players in loop to get at true needs. Be careful to look for true potential of negotiation. They don"t care about collaboration and they consider how you are aggressive with others: collaboration. When situation presents a significant opportunity with capable and willing decision-makers on all sides.
