15022538
Descrição
Mapa Mental por HILDA NEIRA, atualizado more than 1 year ago
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Criado por HILDA NEIRA
mais de 6 anos atrás
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Negotiation Excellence
Successful Deal Making
- it is a point of acceptance between
two or more parties and that is larger
with the need for a separate cad.
- Assess the historical, political,
legal, and cultural context in
which negotiations take place.
- political, legal and cultural issues
can have a significant impact on
course of the negotiation, so that
this is profitable or not.
- political, legal and cultural issues
can have a significant impact on
course of the negotiation, so that
this is profitable or not.
- rules of the game
- Assess the purpose of the negotiation:
Deal-making or dispute resolution?
- there is distributive and
integrative negotiation
- there is distributive and
integrative negotiation
- Assess the nature of
the conflict: Are
ideologies involved?
- it is important to perform a relationship analysis
between commercial interests and ideologies for an
adequate relationship of negotiations
- it is important to perform a relationship analysis
between commercial interests and ideologies for an
adequate relationship of negotiations
- assess the temporality of the
negotiation: One-shot or longterm?
- When we talk about long-term relationships
aspects to highlight this reputation and trust
- When we talk about long-term relationships
aspects to highlight this reputation and trust
- Assess external constraints:
Is time an issue?
- An evaluation of the costs related to the time for both
parties can help the negotiators to turn limitations into
opportunities
- An evaluation of the costs related to the time for both
parties can help the negotiators to turn limitations into
opportunities
- Assess external
constraints: Place.
- the place plays an important role because it can
bring advantages and safety
- the place plays an important role because it can
bring advantages and safety
- Assess external constraints:
Communication channels
- know the properties of the
channels for greater effectiveness
- know the properties of the
channels for greater effectiveness
- Assess the historical, political,
legal, and cultural context in
which negotiations take place.
- Analyze the negotiation structure
and components
- interests can not
only concern the
outcome of a
negotiation but
also the process.
- Identify the
negotiation parties.
A party to a
negotiation is any
person or group
pursuing distinct
goals in the context
of a specific
negotiation.
- Careful negotiation
of the problems
that can bring to
the negotiating
table open doors
for more profitable
settlements
- In order to judge
realistically the
alternatives themselves,
negotiators need
Carefully investigate
your options, as well as
assess the likelihood of
those available options
- Determine the
target/aspiration and
reservation/resistance
points. Knowing BATNAs and
creating a scoring system
allow negotiators to
determine their
reservation/resistance
points, the points at which
negotiators can walk away
from the negotiation.
- negotiators should
conduct a
self-assessment in terms
of their attitude toward
risks, preferred approach
to conflict, and personal
negotiation history. this
will protect them from
possible negative
tendencies
- Ideally, negotiators would like to have all
the information they need about the
other party’s positions, interests,
preferences, and alternatives, in order to
achieve the best outcome possible.
- Assess the relationship with the other party. The
importance of the relationship between the two
parties is rarely discussed in detail but can have
significant influence on what gets accomplished
in a negotiation.
- Negotiation scholars have proposed a viable approach to
streamlining the process, that is, to generate scoring systems
that assign points to various options of each issue and quantify
the offer proposals involving multiple issues
- interests can not
only concern the
outcome of a
negotiation but
also the process.
- Conclusion: Planning and
Preparation as an Ongoing
Process
- Aunque la mayoría de la planificación y
preparación se lleva a cabo antes de la
negociación, deben considerarse como
un proceso continuo eso continúa
durante toda la negociación.
- Aunque la mayoría de la planificación y
preparación se lleva a cabo antes de la
negociación, deben considerarse como
un proceso continuo eso continúa
durante toda la negociación.
Anexos de mídia
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