Description
- Discuss the Five Elements of Negotiations and provide at least one example of how each are used in the negotiation process.
- Identify the Five Negotiation Skills needed in order to perform successful negotiations.
- Define Rational Choice theory and discuss how it relates to the negotiation process.
- Discuss how the Dual-Concern Model and Big Five Personality Dimensions facilitate recognizing bargaining styles and how such styles impact behaviors and strategies in a negotiation.
Explanation & Answer
Done.
Elements of Negotiations
Interests; negotiation entails understanding the interests of both parties so as to create a serene
negotiation environment. Common interests should be identified and shared so as to develop
options. For example, two men were negotiating over closing a window and opening it. Interests
should be identified about why each of them wants the window open or closed.
Options; options should always be designed instead of positions. The target of creating options
should be to meet and ma...
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