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Selecting a Negotiation Strategy

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by

KiDuk Kang

on 26 September 2013

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Transcript of Selecting a Negotiation Strategy

Selecting a Negotiation Strategy
Avoiding Strategy
Accommodating Strategy
Lose Now in order to Win in the Future
Competitive Strategy
General Typical Bargaining
Collaborative Strategy

Basic Strategies
or
Accomodating
Collaborative
Avoiding
Competitive
Importance of
Relationship
Importance of Outcome
Compromise
Strategies in Detail !
Why
Lose-Lose
Costly in Time, Money, Relationship
Strong Alternative Outcome
Key Factors determining the TYPE of Strategies
5 Strategies with Graph
Strategies in Detail !
When to Choose Which Strategy
Key Factors determining the TYPE of Strategies
5 Strategies with Graph
For better Relationship
Outcome
Relationship
'One Off ' Negotiation, NO Future Relationship
Relationship building is poor to begin with
Counter Party have a reputation for HARD Bargaining, Dishonesty.
Distributive Circumstance
Bargaining Range
Salesman
You
Price
A Good Alternative
Tactics
Poker Face
Drawbacks
Relationship
Outcome
Common Ground
Trust & Openness
Understanding others
Free flow of Info.
Collaborative
Collaborative
Compromising Strategy
When to Choose Which Strategy
Where do you want to go for Lunch?
Situation
Preferences
Experience
Style
Perception & Past Experience
No Strategy Choice ??
My Opinion
Avoiding
Competitive
Accomodating
Collaborative
Compromising
My Opinion + Q&A
Full transcript