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    Negotiationnpart2 PDF

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    This document discusses the objectives and key aspects of negotiation. It defines negotiation as the exchange of offers between two or more parties in a collaborative manner, with no two negotiations being exactly alike. Critical components of business include negotiation, which can occur between friends, family or anywhere. Selling is differentiated from negotiation in that selling requires determining another's needs and must conclude before negotiation begins, while negotiation forms new configurations between parties. The document outlines when negotiation should be used, such as for important decisions, expensive items, agreements requiring refinement, agreements with multiple variables, or those above a minimum dollar threshold, and advises picking negotiation battles wisely.

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    Negotiationnpart2 PDF

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    grg
    13 views26 pages
    This document discusses the objectives and key aspects of negotiation. It defines negotiation as the exchange of offers between two or more parties in a collaborative manner, with no two negotiations being exactly alike. Critical components of business include negotiation, which can occur between friends, family or anywhere. Selling is differentiated from negotiation in that selling requires determining another's needs and must conclude before negotiation begins, while negotiation forms new configurations between parties. The document outlines when negotiation should be used, such as for important decisions, expensive items, agreements requiring refinement, agreements with multiple variables, or those above a minimum dollar threshold, and advises picking negotiation battles wisely.

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    This document discusses the objectives and key aspects of negotiation. It defines negotiation as the exchange of offers between two or more parties in a collaborative manner, with no two negotiations being exactly alike. Critical components of business include negotiation, which can occur between friends, family or anywhere. Selling is differentiated from negotiation in that selling requires determining another's needs and must conclude before negotiation begins, while negotiation forms new configurations between parties. The document outlines when negotiation should be used, such as for important decisions, expensive items, agreements requiring refinement, agreements with multiple variables, or those above a minimum dollar threshold, and advises picking negotiation battles wisely.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
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    13 views26 pages

    Negotiationnpart2 PDF

    Uploaded by

    grg
    This document discusses the objectives and key aspects of negotiation. It defines negotiation as the exchange of offers between two or more parties in a collaborative manner, with no two negotiations being exactly alike. Critical components of business include negotiation, which can occur between friends, family or anywhere. Selling is differentiated from negotiation in that selling requires determining another's needs and must conclude before negotiation begins, while negotiation forms new configurations between parties. The document outlines when negotiation should be used, such as for important decisions, expensive items, agreements requiring refinement, agreements with multiple variables, or those above a minimum dollar threshold, and advises picking negotiation battles wisely.

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    of 26

    Business Communication for Career

    Readiness
    The Art of Negotiation
    Module 1

    with Sue Robins, M.S.


    Objectives
    Objectives
    • Define & describe negotiation
    Objectives
    • Define & describe negotiation
    • Differentiate negotiation from selling
    Negotiation
    • Exchange of offers
    Negotiation
    • Exchange of offers
    • Collaborative
    Negotiation
    • Exchange of offers
    • Collaborative
    • No two negotiations are alike
    Negotiation
    • Exchange of offers
    • Collaborative
    • No two negotiations are alike
    • Critical components of business
    Negotiation
    • Exchange of offers
    • Collaborative
    • No two negotiations are alike
    • Critical components of business
    • Between friends and family
    Negotiation
    • Exchange of offers
    • Collaborative
    • No two negotiations are alike
    • Critical components of business
    • Between friends and family
    • Negotiations can happen anywhere
    Wings? Or legs?
    “Whenever people exchange
    ideas with the intention of
    changing relationships,
    whenever they confer for
    agreement, then they are
    negotiating.”
    - Gerard Nierenberg
    “Negotiation is conducted
    neither to widen nor to
    breach the relationship, but
    to form a new or different
    configuration.”
    - Israel Unterman
    Selling
    Selling
    • Determining other’s need
    Selling
    • Determining other’s need
    • Proceeds negotiation
    Selling
    • Determining other’s need
    • Proceeds negotiation
    • Must conclude before negotiation begins
    When to Negotiate
    • Important decisions
    When to Negotiate
    • Important decisions
    • Expensive items
    When to Negotiate
    • Important decisions
    • Expensive items
    • Agreements and solutions requiring
    refinement
    When to Negotiate
    • Important decisions
    • Expensive items
    • Agreements and solutions requiring
    refinement
    • Agreements with multiple variables
    When to Negotiate
    • Important decisions
    • Expensive items
    • Agreements and solutions requiring
    refinement
    • Agreements with multiple variables
    • Minimum dollar or expense limitation
    When to Negotiate
    • Important decisions
    • Expensive items
    • Agreements and solutions requiring
    refinement
    • Agreements with multiple variables
    • Minimum dollar or expense limitation
    • Pick battles wisely

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