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COMMERCE 3S03 Chapter Notes - Chapter 10: Assertiveness, Best Alternative To A Negotiated Agreement, Divergent ThinkingExam


Department
Commerce
Course Code
COMMERCE 3S03
Professor
Frances L Tuer
Study Guide
Final

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1. 1. Planning the
negotiation
Negotiation
Strategies for
Reaching
Agreements (5)
planning is essential; when negotiating, it
is less about being forceful & more about
being prepared
- info & being prepared also increase
confident levels
2. 2. Know your
priorities
Negotiation
Strategies for
Reaching
Agreements (5)
deicide whats important to your, by
getting a clear view on the issues and
determining a side you can focus on your
top priority
- also allows you to get the information
or stuff you need to achieve your priority
like documents, licenses of financial
backing
3. 2 Types of
Conflict
(1) Task Conflict
(2) Relationship Conflict
4. 3. Search for
standards that
may apply
Negotiation
Strategies for
Reaching
Agreements (5)
learn any standards that exist which are
relevant to the issue to have a successful
outcome
5. 4. Know your
Alternatives
Negotiation
Strategies for
Reaching
Agreements (5)
if negotiation fails, whats the next best
thing
BANTA
- Best alternative to a negotiated
agreement
6. 5. Importance of
the relationship
vs. Outcome
the role of the party may affect your
strategy for the negotiation
- it may be better to compromise to
enhance a relationship
- it is essential managers aren't to eager to
compromise
7. 7 Steps to
Negotiations
1. Allow silence
2.Arrange the Seating
3. Don't accept the First Offer
4. Have other offers pending
5. Exaggerate things you don't care about
6. Try good cop bad cop
7. Be Prepared for other Side's tactics
8. Accommodating
Style (your way)
(Five styles of
conflict
handling)
Aspect: reflects high degree of
cooperativeness & desire to oblige
When to use: works best when people
realize that they are wrong, when an issue
is more important to others than oneself,
or maintaining a positive relationship is
more important
Attitude: "if it makes other people happy,
i'm all for it "
9. Avoiding style
(No Way)
(Five Styles of
Conflict
Handling)
Aspect: neither assertiveness nor
cooperativeness, conflict is avoided if
possible
When to use: when issue is trivial, no
chance of winning or disruption would be
costly
Attitude: "i usually don't express opinions
that will create controversy"
10. Bargaining style
(Half Way)
(Five Styles of
Conflict
handling)
Aspect: reflects a moderate amount of
both assertiveness and cooperativeness
When to use: when goals on both side are
equally important, opponents have equal
power and both sides want to spilt the
difference
Attitude: "after failing to get my way, i seek
a fair compromise"
11. Collaborating
Style (our way)
(Five styles of
conflict
handling)
Aspect: high degree of assertiveness and
cooperativeness
When to use: enables both parties to win,
although it may take substantial dialogue.
used when concerns are too important to
be compromised and different insights
need to be merged to overall solution
Attitude: "I tell other my ideas, actively
seek out their ideas, and search for a
mutually beneficial solution"
12. Conflict Antagonistic interaction in which one party,
in order to achieve its goals will prevent of
block the intention of goals of another.
3S03 - Chapter 10: Handling Difficult Conversations, Conflict and Negotiation
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