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13739007
Negotiating for Mutual Advantage
Description
Negotiating for Mutual Advantage
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negotiating for mutual advantage
business study skills and methods - ba1050
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
Types of assertion
Basic Assertion
Empathetic Assertion
Broken Record/instant replay
Fogging
Applications
Negative Feelings Assertion
Discrepancy Assertion
Consequence Assertion
The features of a negotiation
People involved
Formality
Contact
Conflict
Joint decision-making
Persuasion vs negotiation
1. Objectives
2. Flexibility
The three-phase negotiation model
A) Planning Phase
Identify the issues
Research
Setting objectives
Researching the players
Using written documents
B) Negotiating phase
Exploration
Bidding
Bargaining
Settling
C) Consolidation phase
Assertiveness in a negotiating situation
Assertiveness control model
Responsiveness
Communication style grid
Communication style characteristics
The amiable
The analytical
The driver
The expressive
Strengths and weaknesses of the styles
Recognising others’ communication style
Communication style and leadership
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