BU121 Study Guide - Final Guide: Cash Management, Canadian Labour Congress, Current Liability
Document Summary
The ongoing process through which two or more parties, whore 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 an act of combat or conflict. Recognize you are in a negotiation and quickly review the viable strategies. Evaluate your tendency to use each of the negotiation strategies, as well as the tendencies of the other side. Select the proper strategy for this particular negotiation. Each time you begin a negotiation situation, take a minute to review the 3 steps. When only a small gap remains on one issue. Thomas-kilmann conflict mode instrument (5 basic negotiating strategies) Nine of the four strategies are universally applicable or appropriate. Minimal issue: recognize it may grow in importance, do it in way that demonstrates investment in relationship. Superior option readily available elsewhere: objections are a sign of interests.
