Professional Documents
Culture Documents
2. Accommodate it. Give in to others, sometimes to the extent that you compromise
yourself. a. Use this approach very sparingly and infrequently, for example, in situations when you know that you will have another more useful approach in the very near future. Usually this approach tends to worsen the conflict over time, and causes conflicts within you.
3. Competing. Work to get your way, rather than clarifying and addressing the issue.
Competitors love accommodators. a. Use when you have a very strong conviction about your position.
NEGOTIATION MOVIE:
4 PHASES OF NEGOTIATING: 1. PREPARE: Assess your and the other Partys Position 2. DISCUSS: State your opening position and ask the other party to state his opening position. 3. PROPOSE: Make tentative offers based on if and then. Then narrow down the difference. 4. BARGAIN: Make firm but conditional offers, always using if and then BATNA HAND OUT (which have been discussed in class)
The Technique of winning Agreement (Through BATNA -- best alternative through negotiated agreement)
3. Criteria of good agreement 3.1 Meets INTEREST of parties 3.2 RESOLVES conflict 3.3 DURABLE. 3.4 Serves COMMUNITY interest