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This document discusses the objectives and key aspects of negotiation. It defines negotiation as the exchange of offers between two or more parties in a collaborative manner, with no two negotiations being exactly alike. Critical components of business include negotiation, which can occur between friends, family or anywhere. Selling is differentiated from negotiation in that selling requires determining another's needs and must conclude before negotiation begins, while negotiation forms new configurations between parties. The document outlines when negotiation should be used, such as for important decisions, expensive items, agreements requiring refinement, agreements with multiple variables, or those above a minimum dollar threshold, and advises picking negotiation battles wisely.
This document discusses the objectives and key aspects of negotiation. It defines negotiation as the exchange of offers between two or more parties in a collaborative manner, with no two negotiations being exactly alike. Critical components of business include negotiation, which can occur between friends, family or anywhere. Selling is differentiated from negotiation in that selling requires determining another's needs and must conclude before negotiation begins, while negotiation forms new configurations between parties. The document outlines when negotiation should be used, such as for important decisions, expensive items, agreements requiring refinement, agreements with multiple variables, or those above a minimum dollar threshold, and advises picking negotiation battles wisely.
This document discusses the objectives and key aspects of negotiation. It defines negotiation as the exchange of offers between two or more parties in a collaborative manner, with no two negotiations being exactly alike. Critical components of business include negotiation, which can occur between friends, family or anywhere. Selling is differentiated from negotiation in that selling requires determining another's needs and must conclude before negotiation begins, while negotiation forms new configurations between parties. The document outlines when negotiation should be used, such as for important decisions, expensive items, agreements requiring refinement, agreements with multiple variables, or those above a minimum dollar threshold, and advises picking negotiation battles wisely.
Objectives Objectives • Define & describe negotiation Objectives • Define & describe negotiation • Differentiate negotiation from selling Negotiation • Exchange of offers Negotiation • Exchange of offers • Collaborative Negotiation • Exchange of offers • Collaborative • No two negotiations are alike Negotiation • Exchange of offers • Collaborative • No two negotiations are alike • Critical components of business Negotiation • Exchange of offers • Collaborative • No two negotiations are alike • Critical components of business • Between friends and family Negotiation • Exchange of offers • Collaborative • No two negotiations are alike • Critical components of business • Between friends and family • Negotiations can happen anywhere Wings? Or legs? “Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.” - Gerard Nierenberg “Negotiation is conducted neither to widen nor to breach the relationship, but to form a new or different configuration.” - Israel Unterman Selling Selling • Determining other’s need Selling • Determining other’s need • Proceeds negotiation Selling • Determining other’s need • Proceeds negotiation • Must conclude before negotiation begins When to Negotiate • Important decisions When to Negotiate • Important decisions • Expensive items When to Negotiate • Important decisions • Expensive items • Agreements and solutions requiring refinement When to Negotiate • Important decisions • Expensive items • Agreements and solutions requiring refinement • Agreements with multiple variables When to Negotiate • Important decisions • Expensive items • Agreements and solutions requiring refinement • Agreements with multiple variables • Minimum dollar or expense limitation When to Negotiate • Important decisions • Expensive items • Agreements and solutions requiring refinement • Agreements with multiple variables • Minimum dollar or expense limitation • Pick battles wisely