invloves the negotiation of postitions rather than interests
Soft negotiations
1 of 5
the negotiatiors see the other side as rivals and demand concessions as a condition of the relationship. they distrust the other side and play underhead games to try and gain the negotiating advantage.
Hard negotiations
2 of 5
The first step is to understand that both you and the other side have a certain set of interests. Your team will have preferred solution even though there are lot of likely outcomes.
Principled negotions
3 of 5
where you look at the property or goal of the negotioaon as if it were a fixed amount of something. fixed pie negotiaiton. Each part is this negotiaiton wants to get as much as they can for their team.
Distributive negotiations
4 of 5
Seek to create value between the parties. The idea is to work togehter to find the outcome that helps both sides.
Intergrative approach
5 of 5
Other cards in this set
Card 2
Front
the negotiatiors see the other side as rivals and demand concessions as a condition of the relationship. they distrust the other side and play underhead games to try and gain the negotiating advantage.
Back
Hard negotiations
Card 3
Front
The first step is to understand that both you and the other side have a certain set of interests. Your team will have preferred solution even though there are lot of likely outcomes.
Back
Card 4
Front
where you look at the property or goal of the negotioaon as if it were a fixed amount of something. fixed pie negotiaiton. Each part is this negotiaiton wants to get as much as they can for their team.
Back
Card 5
Front
Seek to create value between the parties. The idea is to work togehter to find the outcome that helps both sides.
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