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
- 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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