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13738725
Negotiating for Mutual Advantage
Description
Negotiating for Mutual Advantage
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negotiating for mutual advantage
post graguated
Mind Map by
Rishabh Wadhwa
, updated more than 1 year ago
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Created by
Rishabh Wadhwa
over 6 years ago
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Resource summary
Negotiating for Mutual Advantage
Aims
define negotiation
explain the three-phase negotiating model: planning phase, negotiating phase, consolidation phase.
establish your own assertiveness and ability in a negotiating situation
Objectives
identify negotiating occasions
set negotiation objectives
research the background to a negotiation
select and use trading currencies
present bids and offers
bargain and settle
consolidate agreements
manage the stress and strains of negotiations
recognise your own assertiveness and ability in a negotiating situation
Defining negotiation
A negotiation = two or more people/parties coming together to reach an agreement
The agreement should be for mutual benefit
Importance of negotiations
Why do we need to negotiate?
The need to be assertive
Assertiveness skills
How to be an effective communicator
Why be assertive?
Aggressive
talk too loudly
say too much
generally overreact with the situation
Passive
stay silent
hold back on what you really want to say
hold back on what you really want to do.
Rights and Beliefs
Where do general rights come from?
Laws of the land and employment
Political system (democracy)
Your own experience
General Rights in assertiveness
Job rights
Rights and beliefs in aggression and non-assertion
Aggressive behaviour
Non-assertive (passive) behaviour
Rights and responsibilities
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