Tema 4. Practical Advices different styles and third parties (2012)

Apunte Español
Universidad Universidad Internacional de Cataluña (UIC)
Grado Administración y Dirección de Empresas (ADE) English Programme - 2º curso
Asignatura Negotiation theory and practice
Año del apunte 2012
Páginas 1
Fecha de subida 06/06/2014
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Geraldine  Leirós   Resumen   Negotiation  Theory  and  Practice     Practical  Advises:   1. No  indicar  rangos  de  precio   2. Negociar  con  quien  puede  tomar  la  decisión  (Erin  B.)   3. Nunca  subestimes  un  negociador  (no  te  confíes)   4. Mantener  la  calma   5. Atender  necesidades  psicológicas  del  otro   6. Use  a  mediator  if  needed   7. Coalición:  requiere  negociación  estratégica   8. Separate  person  from  the  issue   a. Don’t  be  suspicious   b. Recognize  other  person’s  emotions  (legitimizar  las  necesidades  psicológicas)   c. No  culpar   d. Avoid  chain  reactions  (take  a  break)   Different  Styles:   1 2 3 4 5 6 7 Soft Keep a good relationship Get to an agreement even though it doesn't entirely benefit us Make concessions to cultivate the relationship Trust in good intentions Be flexible Be generous Avoid a conflict (need for harmony) Hard Obtain the best result at all cost Objective: to win Demand concessions Not to trust. Avoid being fooled Be firm Be aggressive; make threats Create pressure Best one Attend necessities at all time Seek of a satisfactory result for both parties. The process must be efficient Separate the person from the issue Proceed Be creative Attend needs Only see conflict when it’s necessary. Don’t get into a conflict, just for the sake of it.
  Third  Parties:  To  let  someone else play a key role in a joint decision. The parties can agree to submit a particular question to an expert for advice or decision, such as: 1. Mediator: helps to reach a decision.
2. Arbitrator: takes an authoritative and binding decision. He chooses between the last offer made by one side and the last offer made by the other. The theory is that this procedure puts pressure on the parties to make their proposals more reasonable.         1   ...