INTEGRATIVE NEGOTIATION PPT Powerpoint Presentations and Slides - View and Download

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Strategy & Tactics of Integrative Negotiation (IN) Integrate: To make whole or complete by adding together parts aka: win-win, mutual gains, variable sum, side-by ...
CHAPTER THREE Strategy And Tactics of Integrative Negotiation What Makes Integrative Negotiation Different? Focus on commonalties rather than differences Address ...
Analyze other party(ies) Real needs, interests Strengths/Weaknesses Their styles/approach Select Appropriate Approach Conflict Style Negotiation (Integrative ...

Integrative Negotiation Key factors Information Exchange Understand others’ needs, interests, positions Emphasize commonalities, minimize differences
views distributive bargaining divide a fixed amount win-lose integrative bargaining try to create win-win negotiation skills remember, it is negotiation not war!
Contrast distributive and integrative bargaining. Apply the five steps in the negotiation process. Show how individual differences influence negotiations.
Integrative Bargaining Negotiation that seeks one or more settlements that can create a win-win solution. E X H I B I T 14–5 Bargaining Distributive Integrative ...
Integrative Negotiation Commonly perceived indicators of confidence and power, that can influence flow of negotiation: Voice Tone Framing - Art of Tactful ...
Strategic Negotiation and Power Professor Joe Magee US Conference of Mayors, ... sum: parties’ interests are directly opposed Integrative ...
Negotiation There are two general approaches to negotiation: Distributive Bargaining and Integrative Bargaining Distributive Bargaining A negotiating process that ...
Continue to clarify Apologize for omission Change subject Concepts in Negotiating Integrative Bargaining Strategy Negotiation Strategies and Behaviors  2.
... are ambivalent to current alternative Do negotiate over as little as possible Don’t negotiate with friends 2 Negotiating Approaches What Makes Integrative Negotiation ...
What are the different strategies involved in negotiation? Integrative negotiation — cont. Range of feasible negotiation tactics. Selective avoidance.
Integrative negotiation. The key question is: “How can the resource best be utilized?” Is less confrontational than distributive negotiation, and permits a broader ...
... fundamental structure of the negotiation — Make conscious decisions about the nature of the negotiation: is it a distributive or integrative negotiation or ...
Make sure we have not left $ on the table Why Integrative Negotiation Is Difficult to Achieve History of the _____between the parties _____ mindset ...
Introduction to Negotiation Concepts Richard A. Posthuma, J.D., Ph ... outcomes: Higher wages and benefits; job security Integrative Distributive * © SHRM 2010 Negotiation ...
Integrative agreements require commitment, trust, and information. Successful negotiation should meet high ethical standards. Negotiators should guard against common ...
Draw a distinction between distributive and integrative negotiation, and explain the concept of added-value negotiation. Major Trends that Make Conflict Inevitable ...
Negotiation and Conflict Resolution Learning Objectives Define negotiation and ... Amount of resources available for negotiators to divide is fixed Integrative ...
... than monolithic Ten Ways the Culture Can Influence Negotiation Definition of negotiation Contract vs. relationship Negotiation opportunity Distributive vs. Integrative ...
Define negotiation. Contrast distributive and integrative bargaining. Apply the five steps in the negotiation process. Show how individual differences influence ...
Negotiations and Industrial Conflict Four Subtypes of Bargaining Distributive Classic Bargaining Integrative Health and Safety Intraorganizational Attitudinal ...
Organizational Behavior: Chapter 18 * What are the different strategies involved in negotiation? Integrative negotiation — cont. Range of feasible negotiation tactics.
Contrasted distributive and integrative bargaining. Applied the five steps of the negotiation process. Showed how individual differences influenced negotiations.

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