BU121 Final: NEGOTIATING
Document Summary
Engage: recognize you are in a negotiation and quickly review the viable strategies, Assess: evaluate your tendency to use each of the negotiation strategies, as well as the tendencies of the other side. Strategize: select the proper strategy for this particular negotiation. Your one minute drill: each time you begin a negotiation situation, take a minute to review the three steps. Negotiation strategy matrix 2 categories of collaborators; 5 basic negotiating strategies when to use each, including compromise (refer to the matrix) Avoidance: when you don"t even try to address the issue and take part in negotiating, you just avoid it and hope that it will solve itself. Avoidance can be an effective strategy if the issue is minimal or if there is a superior option readily available elsewhere. This results in your side losing and the other side winning. Accommodation can be used when you are in a significantly weaker bargaining position (no leverage or influence).
