15176427
Descrição
Mapa Mental por ivan cadavid, atualizado more than 1 year ago
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Criado por ivan cadavid
quase 6 anos atrás
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Negotiation Excellence: Successful
Deal Making
- Planning and Preparation for Effective
Negotiation
- Negotiation Analysis: Know the Situation, Yourself, and
Your Opponent
- Negotiation is often defined as three “I’s”
- they depend on each other to satisfy some needs but they also
perceive the interests of the other party as conflicting with theirs
- they depend on each other to satisfy some needs but they also
perceive the interests of the other party as conflicting with theirs
- Negotiation is often defined as three “I’s”
- Negotiation Analysis: Know the Situation, Yourself, and
Your Opponent
- Analyze the negotiation context: Opportunities
and constraints
- there are some codes of conduct
- The historical
- Economical
- Legal
- socio-cultural
- The historical
- There are different aspects to a negotiation
- 1. Assess the historical, political, legal,
and cultural context in which
negotiations take place
- 2. Assess the purpose of the negotiation:
Deal-making or dispute resolution?
- 3. Assess the nature of the conflict:
Are ideologies involved?
- 4. Assess the temporality of the negotiation:
One-shot or longterm?
- 5. Assess external constraints: Is
time an issue?
- 6. Assess external constraints
- 7. Assess external constraints:
Communication channels
- 1. Assess the historical, political, legal,
and cultural context in which
negotiations take place
- there are some codes of conduct
- Analyze the negotiation structure and components
- be complemented with a careful analysis of
the structure of the negotiation
- 1. Identify the negotiation parties.
- 2. Define the issues
- 3. Understand the underlying interests
- 4. Consider alternatives
- 5. Create a scoring system and
sort out preferences
- 6. Determine the target/aspiration and
reservation/resistance points.
- 7. Assess your negotiation style
- 8. Practice perspective taking
- 9. Assess the relationship with the
other party
- 1. Identify the negotiation parties.
- be complemented with a careful analysis of
the structure of the negotiation
Anexos de mídia
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