Competitive/Positional
and
Integrative/Interest-Based
Problem-Solving/Collaborative
-
not matter of personality, but substantance of approach
-
two tasks: creating and claiming value
-
dispute vs transactional negotiation
COMPARE APPROACHES AND ASSUMPTIONS
(in manual)
PRINCIPLED NEGOTIATION (Fisher and Ury)
-
separate people from the problem
-
insist on interests
-
generate multiple options
-
decide by objective criteria
-
what if other side has "more power"
-
inducing principled negotiation - matching, pacing, leading
Online Training Manual
Negotiation
Competitive and Integrative
Principled Negotiation
Negotiation Power
Balance Power?
Facilitative Structure
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