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Negotiation and Bargaining

Negotiation and Bargaining. Distributive or integrated Negotiation ?. Negotiation and Bargaining. Introduction Need Theory and Negotiation Strategies of Distributive Bargaining Strategies and Tactics of Integrated Negotiation. Need Theory and Negotiation. Needs the Basis

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Negotiation and Bargaining

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  1. Negotiation and Bargaining Distributive or integrated Negotiation ?

  2. Negotiation and Bargaining • Introduction • Need Theory and Negotiation • Strategies of Distributive Bargaining • Strategies and Tactics of Integrated Negotiation

  3. Need Theory and Negotiation • Needs • the Basis • Driving Forces for a Negotiation • Features of Needs • Maslow’s Need Theory • Application of Need Theory in Negotiation • Three levels of Interests

  4. The Features of Needs • Specific • Repetitious and continuous • Selective • Constantly developing

  5. Maslow’s Need Theory • Physical needs • Security or safety needs • Social needs • Ego or Esteem needs • Self-actualization needs

  6. Three levels of interests • Individual interest • Company interest • State interest

  7. Strategies and Tactics of Distributive Bargaining • Features of distributive negotiation • Strategies used

  8. Features of distributive negotiation • Conflicting goals • Money issues • One-shot deal

  9. Strategies Used • The buyer has four strategies to choose from: • to push for a settlement close to the seller’s resistance point; • to persuade the seller to change his/her resistance point; • to get the seller to reduce his/her resistance point; • to get the other party to think that he/she has got the best possible deal.

  10. Strategy and Tactics of Integrative Negotiation—Principled Negotiation • People Problem VS Physical Problem • Positional Negotiation VS Interest Negotiation • Invent Options for Mutual Gains • Insist on Using Objective Criteria

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