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Strategic Negotiation in Business and Management

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


Essai Scientifique, 2011

38 Pages


Extrait


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

Fin de l'extrait de 38 pages

Résumé des informations

Titre
Strategic Negotiation in Business and Management
Sous-titre
Examination and evaluation of a business negotiation and a negotiation in a private environment
Université
The University of Surrey  (School of Management )
Auteur
Année
2011
Pages
38
N° de catalogue
V193880
ISBN (ebook)
9783656190844
ISBN (Livre)
9783656193586
Taille d'un fichier
838 KB
Langue
anglais
Mots clés
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
Citation du texte
Markus Baum (Auteur), 2011, Strategic Negotiation in Business and Management, Munich, GRIN Verlag, https://www.grin.com/document/193880

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