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. . . Negotiation Theory and Skills. for Entrepreneurs.

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. . . Textbook Information. Essentials of negotiation (7th ed.)..

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. . . Today’s Agenda. About US. Some Agreement.

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. . . About US. - Intro. - Ground Rules. - GAP profile photo.

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. . . Mixed Heavy Week 3 hapter 1 hapter 2 ek5 hapter 8 1 Reading Chapter 3 Chapter 4 Heavy Week 6 Reading Chapter 9 Chapter 10 EXAM Reading Chapter 5 Heavy CLA Chapter 6 Week 7 Chapter 11 Chapter 12 Light Wee Reading CLA Mixed Wee Reading Presentatio.

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. . Part 1: Fundamental of Negotiation. Chapter 1 : Nature of Negotiation.

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. . . Learning outcomes. Understand the definition of negotiation, the key elements of a negotiation process, and the distinct types of negotiation..

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. . . Self Experience.  Have you ever negotiated?.

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. . Style and Approach.  Bargaining and negotiation are not the same..

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. . Characteristics of a Negotiation Situation.  There are two or more parties..

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. . Interdependence.  Working interdependently allows parties to achieve a possible outcome.

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. . Types of Interdependence Affect Outcomes.  The interdependence of people’s goals, and the structure of.

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. . Alternatives Shape Interdependence.  Evaluating interdependence also depends heavily on the desirability of.

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. . Mutual Adjustment and Concession Making.  Negotiation is a process that transforms over time, and mutual adjustment is.

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. . Two Dilemmas in Mutual Adjustment.  The dilemma of honesty concerns.

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. . Outcomes and Processes.  Concessions are greatly aided by trust and a belief..

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. . Value Claiming and Value Creation.  The structure of the interdependence shapes the strategies and tactics.

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. . Implications of Claiming and Creating Value.  Most negotiations are a combination of claiming and creating value, and.

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. . Value Creation and Negotiator Differences.  Value may be created in numerous ways, and the heart of the process lies in.

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. . Conflict – Definitions.  Conflict arises:.  From the strongly divergent needs of the two parties..

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. . Levels of Conflict.  Intrapersonal or intrapsychic conflict..

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. . Functions and Dysfunctions of Conflict.  Elements that contribute to conflict’s destructive image..

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. . Figure 1.2: Conflict Diagnostic Model. Dimension Difficult to Resolve Easy to Resolve.

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. . Figure 1.3: The Dual Concerns Model. o o Yielding Inaction (Compromising) Problem solving Contending Concern about own outcomes.