BU121 Study Guide - Final Guide: Extended Producer Responsibility, Global Reporting Initiative, Supply Chain

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30 Jul 2016
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Negotiation
The One Minute Negotiator – book by Don Hutson and George Lucas
-Negotiation is the ongoing process through which two or more
parties, whose positions are not necesarrily consistent, work in an
effort to reach an agreement
Negotiaphobia – “disease of attitude and skill deficiency”
-Many people see negotiation as an act of combat or conflict
-Skill you need to work on
Three-step EASY treatment process
1. Engage – Recognize you are in a negotiation and quickly review
the viable strategies
2. Access – Evaluate your tendency to use each of the negotiation
strategies, as well as the tendencies of the other side
3. Strategize – Select the proper strategy for this particular
negotiation
4. Your One Minute Drill – Each time you begin a negotiation
situation, take a minute to review the 3 steps.
Thomas-Kilmann Conflict Mode Instrument
-Late in the negotiation process after legitimate strategies fully
used
-When only a small gap remains on one issue
-Always directly tied to an agreement
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Negotiation Strategy Matrix
What really matters is how the other side sees you!
Affects how they negotiate with you
“Know yourself as others know you”
There are 2 categories of collaborators
Sages and Dreamers
“Unilateral Collaboration is de facto accommodation”
Check strength of accommodation tendency vs. competition
tendency – collaboration opportunity
Biggest concern is when the number for any strategy is way too high
Deploy this strategy regardless of the situation and the
strategy used by the other party
Access Their Tendency
-Most people are extremely predictable
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