BU121 Final: BU-121 SOS Notes Negotiations
Document Summary
Avoidance: minimal issue: need to demonstrate investment in relationship. Accommodation: in significantly weaker position this time around avoid negative precedent. Competitive: opponent not inclined or capable to collaborate, not worth the effort be careful here. Collaboration: significant opportunity with capable decision makers. Dreamers: want to be collaborators: actually are accommodators since they are trying to be a collaborator and not sticking to what they truly are, want to collaborate all the time. Sages: real collaborators: they know when collaboration is the appropriate strategy, they are rare. Check strength of accommodation vs. competition: tendency to compete = sage, tendency to accommodate = dreamer. Compromise: late in the negotiation process after legitimate strategies fully used, when only a small gap remain on one issue, always directly tied to an agreement. Drivers (d: unemotional, task focused, fast-paced, transparent, intimidate during negotiation, competitive, biggest issue is failure, but comfortable making a mistake.
