Negotiation Basics
What is a negotiation?
A discussion aimed at reaching an agreement
What negotiation style focuses on maximizing one's own gain, often at the expense of others?
Competitive
Name two common settings where a negotiation occurs
Business deals, salary discussions, international diplomacy, collective agreements, departmental negotiations, customer vs sales person, business partners
Name a situation where a collaborative negotiation style would be most beneficial
Long-term business partnerships, resolving conflicts, customer and business relationship
When one party has more power and information than the other during a negotiation, how should the less informed party respond?
Asking probing questions, ask to validate information being given, ask for more time to conduct research or consult others.
What is the primary goal of an avoidant negotiator?
To delay or sidestep conflict
Name a famous business negotiation that led to a MAJOR merger involving the happiest place on Earth?
Disney and Pixar