#integrative negotiation

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Integrative Negotiation

Use the Internet to locate information regarding a negotiation from the past 6 months that you would consider to be integrative in nature.

Examine the differences between distributive and integrative negotiation. Determine the importance of separating the people from the problem when negotiating. Support your position with examples from the negotiation you chose.

ASSIGNMENT SHOULD BE SINGLE…

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Negotiation Preparation

We all know our fair share of negotiation skills, but preparation, practice and conscious execution still seems to stand in the way of heightened success for some of us. We fail to proper prepare ourselves, not realizing the benefits hereof, or perhaps fail to understand its importance or risks. [mwm-aal-display] As a help to my clients and loyal readers on this blog, I have collected some topics…

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One Minute Negotiation Summary

One Minute Negotiation Summary

This is a 1,000 words summary on successful negotiation, for your brush-up and inspiration to learn more. We negotiate all the time and with more or less everyone – even ourselves (or do we? Yes! Hum, let me think…) Distributive, Integrative and Mixed Motive Negotiation gives different cake sizes Focus on Interests – not Position Focus on the problem – not the person Trade concessions to maximize…

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Getting to Yes and The Power of Listening

Getting to Yes and The Power of Listening

Getting to Yes, is an interesting book about the use of Principled Negotiation or Integrative Negotiation. Some of the key points are Don’t leave gold on the table – benefits, options, expanded cake Be soft on the people and hard on the problem Separate the people from the problem Focus on Interests – not Positions Generate options for mutual gain Insist on using objective criteria Prepare for…

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