Strategic Negotiation in Business and Management

Baum, Markus

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Strategic Negotiation in Business and Management

Examination and evaluation of a business negotiation and a negotiation in a private environment

Scientific Essay, 2011

38 Pages

Markus Baum (Author)

Excerpt

CONTENT

1 About the author

2 CONTENT

3 Introduction
3.1 1st Phases: Preparation
3.2 2nd Phases: Sharing
3.3 3rd Phases: Haggling and Bargaining
3.4 4th Phases: Closure and Commitment

4 Negotiation in a private environment
4.1 Introduction to the case and background information / problem statement
4.2 Preparation phases
4.2.1 Self-assessment
4.2.2 Assessment of the other party
4.2.3 Assessment of the situation
4.2.4 Negotiation Strategy
4.3 Sharing phases
4.4 Haggling and Bargaining phases
4.5 Closure and commitment phases
4.6 Reflection of the negotiation
4.6.1 Away from the negotiating table
4.6.2 At the negotiating table
4.6.3 Judging Performance

5 Negotiation in a business environment
5.1 Introduction to the case and background information / problem statement
5.2 Preparation phases
5.2.1 Self-assessment
5.2.2 Assessment of the other party
5.2.3 Assessment of the situation
5.2.4 Negotiation Strategy
5.3 Sharing phases
5.4 Haggling and Bargaining phases
5.5 Closure and commitment phases
5.6 Reflection of the negotiation
5.6.1 Away from the negotiating table
5.6.2 At the negotiating table
5.6.3 Judging Performance

6 REFERENCES

Excerpt out of 38 pages

Details

Title: Strategic Negotiation in Business and Management
Subtitle: Examination and evaluation of a business negotiation and a negotiation in a private environment
College: The University of Surrey (School of Management )
Author: Markus Baum (Author)
Year: 2011
Pages: 38
Catalog Number: V193880
ISBN (eBook): 9783656190844
ISBN (Book): 9783656193586
File size: 838 KB
Language: English
Keywords: Preparation, Sharing, Haggling, Bargaining, Closure, Commitment, Self-assessment, Assessment of the other party, Assessment of the situation, Negotiation Strategy, Reflection, negotiating table, Judging Performance, BATNA, ZOPA, reservation point, Strategic Negotiation, Business and Management
Price (Ebook): 17.99
Price (Book): 21.99

Quote paper: Markus Baum (Author), 2011, Strategic Negotiation in Business and Management, Munich, GRIN Verlag, https://www.grin.com/document/193880

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