By A. Nikolopoulos
ISBN-10: 023029846X
ISBN-13: 9780230298460
Negotiation is a key a part of day-by-day lives, yet studying the way to negotiate effectively is a beneficial ability. the writer presents a device package for negotiation, demonstrating new equipment and giving functional suggestion.
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Extra info for Negotiating Strategically: One Versus All
Sample text
1 Possible desired behaviors Every day we perceive many conflicts, following which our behavior options are: • Conflict depreciation – forgetting the conflict. 17 Negotiating strategically 18 • Conflict action – dealing with it. • Conflict accumulation – remembering the conflict in our future dealings. Before seeking the reasons for these behaviors, we will first determine their nature. Conflict depreciation Whenever a conflict does not cause the desire to respond – not only at the time but also at any point in the future – then the conflict is depreciated.
Conflict control through a relationship’s structure If Catherine reacted to her increased professional responsibilities, and her supervisor avoided making a fuss about it, her supervisor would choose to limit and control the conflict. 1(b), the supervisor would try an easier path: he would increase the amount of emotional cooperations – due to his past support towards Catherine (point 2) – and also stress her future benefit (points 5, 6, 7, 8 and 10). 2 The controversial elements in a relationship Forming initial behavior and 9, regardless of the shift of points that would take place anyway if the supervisor turned conflicts into cooperations.
US$300 because of her decreased salary – which means a –15 percent conflict, since she is paid US$2,000 instead of the desired US$2,300. 2. US$400 due to overtime – indicating a –20 percent conflict, since she receives US$2,000, while her overtime should yield at least US$2,400. 2(b), there are three emotional cooperations: 3. Quite an interesting job. 4. Expected acceleration of her promotion. 5. An expected raise in salary by 20 percent, due to her professional upgrade even if this were at another company.
Negotiating Strategically: One Versus All by A. Nikolopoulos
by Ronald
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