final negotiation

two general approaches to negotiations
- distributive bargaining- when one party gains something the other party loses something (win,lose)
- integrative bargaining- when there is a settlement , no lose to either party (win , win)
stages in negotiation process
- 1 planning and preparation
- 2 relationship building
- 3 what is the climate
- 4 persuasion attempts
- 5 what is the time needed
cross cultural negotiations
- Japan- most of the time is in relationship building
- US- most time is in negotiations.
biggest mistake in salary negotiations

discussing money before you sold yourself
strategies to negotiating effectively
- scripting- how would you like thing to end up
- framing- give perspective
- managing- manage yourself and expectations
Important factors to help you counter the offer
- know the industry
- know the company
- know your bargaining power
- Get It in writing ( once you are happy)

Author

Cshowalter

312672

Card Set

final negotiation

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Updated

2015-12-06T19:50:27Z

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