15237339
Descrição
Mapa Mental por Andres Rojas Toloza, atualizado more than 1 year ago
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Criado por Andres Rojas Toloza
mais de 6 anos atrás
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Planning and Preparation for
EffectiveNegotiation
- Negotiation Analysis:
know the
situation,yourself,and
yuor opponent.
- Analyze the negotiation context:
Opportunities and constraints
- Assess the historical,
political, legal, and cultural
- Assess the purpose
of the negotiation
- Assess the nature of
the conflict
- Assess the temporality
of the negotiation
- Assess external
constraints
- Assess external
constraints
- Assess external
constraints
- Assess the historical,
political, legal, and cultural
- Analyze the negotiation
structure and components
- Identify the
negotiation parties
- Define the issues
- Understand the
underlying interests
- Consider alternatives
- Create a scoring system
and sort out preferences
- Determine the target/aspiration
and reservation/resistance points.
- Assess your negotiation style.
- Practice perspective taking
- Assess the relationship
with the other party.
- Identify the
negotiation parties
- Analyze the negotiation context:
Opportunities and constraints
- Conclusion: Planning
and Preparation as an
Ongoing Process
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