15070573
Descrição
Mapa Mental por Alejandro Sierra, atualizado more than 1 year ago
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Criado por Alejandro Sierra
quase 6 anos atrás
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Planning and Preparation for
Effective Negotiation
- Is what negotiators should
do before negotiations.
- Negotiation is a dynamic communication process
where new information, concerns, emotions, and goals may
arise, negotiators should also be prepared for dealing with
contingencies as well as factors that may interfere with goal
pursuit
- Negotiation is a dynamic communication process
where new information, concerns, emotions, and goals may
arise, negotiators should also be prepared for dealing with
contingencies as well as factors that may interfere with goal
pursuit
- Analyze the negotiation context:
Opportunities and constraints
- Historical, political, legal, and
cultural context in which negotiations take
place
- Purpose of the negotiation:
Deal-making or dispute resolution
- The nature of the conflict: May
ideologies are involved
- Historical, political, legal, and
cultural context in which negotiations take
place
- Analyze the negotiation
structure and components
- Define the issues: What issues are to be negotiated
- Consider Alternatives
- Consider Alternatives
- Positions, interest, preferences
of parties.
- Identify the negotiation parties
- Identify the negotiation parties
- Fin the best alternative to a
negotiated agreement
(BATNA)
- Practice perspective talking
- Define the issues: What issues are to be negotiated
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