BU121- Final Exam Guide - Comprehensive Notes for the exam ( 64 pages long!)
Document Summary
What is negotiation: process more important than the destination together to reach an agreement. Do you need to know how to negotiate: 2 or more parties whose positions are not necessarily consistent work, a skill you need in your everyday life, ex. When we were deciding what to do for new venture, we all had: life is a negotiation different ideas and then we negotiated to arrive at one. Negotiaphobia disease of attitude and skill deficiency: many people see negotiations as act of combat or conflict, skill you need to work on. 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 3 steps.
