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Outline > Negotiation

Negotiation Concepts and Skills

 

Two basic approaches:

 

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

next

Online Training Manual

Negotiation
Competitive and Integrative
Principled Negotiation
Negotiation Power
Balance Power?
Facilitative Structure



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