Basic book communication - Negotiating
3 important questions on Basic book communication - Negotiating
4 elements to be influenced by the negotiator:
1. The negotiation space: why does the other party take this stand point? -> underlying interests.
2. The positions: depends on how much they can influence the situation (are there alternative v parties?).
3. The atmosphere: you need to empathize, otherwise an atmosphere of indifference. lt's good
to invest in a good relationship (interest in personal affairs, mutual dependence).
4. The structure: for example, according to a phase model.
2. The positions: depends on how much they can influence the situation (are there alternative v parties?).
3. The atmosphere: you need to empathize, otherwise an atmosphere of indifference. lt's good
to invest in a good relationship (interest in personal affairs, mutual dependence).
4. The structure: for example, according to a phase model.
- Structure gives calmness -> positive effect on atmosphere.
Different phases in negotiation model: PIED-C
- Preparation
- lntroduction
- Exploration
- Decision
- Closing
Different phases in negotiation model: PIED-C
- Preparation
- lntroduction
- Exploration
- Decision
- Closing
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