. . . Negotiation Theory and Skills. for Entrepreneurs.
. . . Textbook Information. Essentials of negotiation (7th ed.)..
. . . Today’s Agenda. About US. Some Agreement.
. . . About US. - Intro. - Ground Rules. - GAP profile photo.
. . . 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.
. . Part 1: Fundamental of Negotiation. Chapter 1 : Nature of Negotiation.
. . . Learning outcomes. Understand the definition of negotiation, the key elements of a negotiation process, and the distinct types of negotiation..
. . . Self Experience. Have you ever negotiated?.
. . . .
. . Style and Approach. Bargaining and negotiation are not the same..
. . Characteristics of a Negotiation Situation. There are two or more parties..
. . Interdependence. Working interdependently allows parties to achieve a possible outcome.
. . Types of Interdependence Affect Outcomes. The interdependence of people’s goals, and the structure of.
. . Alternatives Shape Interdependence. Evaluating interdependence also depends heavily on the desirability of.
. . Mutual Adjustment and Concession Making. Negotiation is a process that transforms over time, and mutual adjustment is.
. . Two Dilemmas in Mutual Adjustment. The dilemma of honesty concerns.
. . Outcomes and Processes. Concessions are greatly aided by trust and a belief..
. . Value Claiming and Value Creation. The structure of the interdependence shapes the strategies and tactics.
. . Implications of Claiming and Creating Value. Most negotiations are a combination of claiming and creating value, and.
. . Value Creation and Negotiator Differences. Value may be created in numerous ways, and the heart of the process lies in.
. . Conflict – Definitions. Conflict arises:. From the strongly divergent needs of the two parties..
. . Levels of Conflict. Intrapersonal or intrapsychic conflict..
. . Functions and Dysfunctions of Conflict. Elements that contribute to conflict’s destructive image..
. . Figure 1.2: Conflict Diagnostic Model. Dimension Difficult to Resolve Easy to Resolve.
. . Figure 1.3: The Dual Concerns Model. o o Yielding Inaction (Compromising) Problem solving Contending Concern about own outcomes.