Beruflich Dokumente
Kultur Dokumente
a negotiation.
After completing this module, you will be able to:
(1) Decide if a negotiation is position-based or interest-based
(2) Decide if a negotiation is dispute-resolution or deal-making
(3) Complete a negotiation analysis, including: setting a reservation price and stretch goal,
identifying alternatives to a deal, and finding the zone of potential agreement
(4) Use a decision tree to determine your BATNA
(5) Conduct cross-cultural negotiations
(6) Resolve ethical issues in negotiations
(7) Decide if you should use an agent in a negotiation
The suggested reading for this module: pages 3-44 and pages 55-61 from Negotiating for
Success: Essential Strategies and Skills.
-----------------------
4. Communications: Is your communication style in negotiation direct (for instance, clear and
definite proposals and answers) or indirect (for instance, vague, evasive answers)?
5. Time Sensitivity: In the negotiation process, is your sensitivity to time high (for instance,
you want to make a deal quickly) or low (you negotiate slowly)?
6. Emotionalism: During negotiations, is your emotionalism high (that is, you have a
tendency to display your emotions) or low (you hide your feelings)?
7. Agreement Form: Do you prefer agreements that are specific (that is, detailed) or general?
9. Team Organization: As a member of a negotiating team, do you prefer having one leader
who has authority to make a decision or decision making by consensus?
10. Risk Taking: Is your tendency to take risks during negotiations high (for instance, your
opening offer to sell is extremely high) or low?
http://www.smashwords.com/books/view/483669
Required by Law:
1. No Fraud. (Do not lie.)
2. Uphold your fiduciary duty. (If there is a fiduciary relationship with the other side,
you owe the highest duty of trust and loyalty.)
3. Dont act in an unconscionable manner. (When you are in a dominant position of
power, try to reach an agreement that is fair to the other side.)