Download
negotiation and bargaining n.
Skip this Video
Loading SlideShow in 5 Seconds..
Negotiation and Bargaining PowerPoint Presentation
Download Presentation
Negotiation and Bargaining

Negotiation and Bargaining

12 Vues Download Presentation
Télécharger la présentation

Negotiation and Bargaining

- - - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript

  1. Negotiation and Bargaining Distributive or integrated Negotiation ?

  2. Negotiation and Bargaining • Introduction • Need Theory and Negotiation • Strategies of Distributive Bargaining • Strategies and Tactics of Integrated Negotiation

  3. Need Theory and Negotiation • Needs • the Basis • Driving Forces for a Negotiation • Features of Needs • Maslow’s Need Theory • Application of Need Theory in Negotiation • Three levels of Interests

  4. The Features of Needs • Specific • Repetitious and continuous • Selective • Constantly developing

  5. Maslow’s Need Theory • Physical needs • Security or safety needs • Social needs • Ego or Esteem needs • Self-actualization needs

  6. Three levels of interests • Individual interest • Company interest • State interest

  7. Strategies and Tactics of Distributive Bargaining • Features of distributive negotiation • Strategies used

  8. Features of distributive negotiation • Conflicting goals • Money issues • One-shot deal

  9. Strategies Used • The buyer has four strategies to choose from: • to push for a settlement close to the seller’s resistance point; • to persuade the seller to change his/her resistance point; • to get the seller to reduce his/her resistance point; • to get the other party to think that he/she has got the best possible deal.

  10. Strategy and Tactics of Integrative Negotiation—Principled Negotiation • People Problem VS Physical Problem • Positional Negotiation VS Interest Negotiation • Invent Options for Mutual Gains • Insist on Using Objective Criteria