'Integrative negotiation' diaporamas de présentation

CHAPTER 3 Strategy and Tactics of Integrative Negotiation ?????????? (expanding the pie ???? )

CHAPTER 3 Strategy and Tactics of Integrative Negotiation ?????????? (expanding the pie ???? ) Approach: a comparative view. Warming-up: Questions to ponder. Do you believe in IN? To what extent? Can you name some differences btwn IN & DN?

539 views • 53 slides

Integrative Negotiation

Integrative Negotiation. Adapted from: Lewicki, Roy J., Saunders, David M., and Minton, John W., Essentials of Negotiation, Irwin McGraw-Hill, Boston, 1997 ISBN#: 0-256-24168-6. What is Integrative Negotiation ?. Integrative Negotiation - win-win bargaining.

1.93k views • 41 slides

Negotiation

Negotiation. word "negotiation" originated from the Latin expression, "negotiatus", which means "to carry on business" . The process of conferring to arrive at an agreement between different parties, each with their own interests and preferences.

440 views • 37 slides

Negotiation Cultural Analysis Framework

Negotiation Cultural Analysis Framework. Salacuse 1991. Definition of Negotiation:. Process by which we pursue the terms of getting what we want from people who are in control of those wants and also want something from us.

460 views • 20 slides

Integrative Negotiation

326 views • 20 slides

NEGOTIATION

NEGOTIATION. TWO TYPES OF NEGOTIATION 1.Distributive (Competitive) Parties have different and independent goals fixed-sum win-lose positional. NEGOTIATION. 2. Integrative (Collaborative) Parties work together toward common or compatible goal Resolution of conflict

486 views • 17 slides

CHAPTER THREE

CHAPTER THREE. Strategy And Tactics of Integrative Negotiation. What Makes Integrative Negotiation Different?. Focus on commonalties rather than differences Address needs and interests, not positions Commit to meeting the needs of all involved parties Exchange information and ideas

505 views • 14 slides

Chapter 9 Negotiation, Ethics and Risk Management in the Contracting Process

Chapter 9 Negotiation, Ethics and Risk Management in the Contracting Process. Major Topics. Principles of successful negotiation styles How ethical perspectives influence negotiating styles Adversarial versus cooperative negotiation Aligning Principal and Agent Incentives

333 views • 14 slides