Career Builder Career Builder Career Builder
Career Builder

Career Builder
Career Builder
Career Builder
Walk & Talk guide
Career Builder
How to write a resume
Career Builder
Career builder skills
Career Builder
Career as a Business
Career Builder
Find a career coach
Career Builder
Make your own website
Career Builder
Job search
Career Builder

 

Career Builder Walk and Talk table of content Your advice and input Search CareersBuilder or do a global search Exchange value with other career builders
Career Builder Career Builder Free report, what to do before you start searching What we learned from his book A community of career builders How to enable our RSS feed RSS feed Career Builder Ezine

Internal
Search globally using Google
Career Builder
Career Builder
Feedback gap

Competitive negotiation

Competitive approach to win-win negotiation

Chapter 6
Feedback gap p.7
 

I will be asking many questions. OK, now when do I use the competitive approach to Win-Win negotiations.

In some cases business transactions do not necessarily involve exploring new options but focus on bargaining in pursuit of the best value for both parties.

In such cases doing your pre-negotiation preparation thoroughly and following the guidelines below, will help you reach Win-Win agreements.

 I will attempt to give direct answers.

Win-Win Agreement

1. Begin with a plausible demand or offer

2. Frame the outcome of the demand or offer in positive terms

3. Keep issues and concessions linked

4. Be patient

5. Know when to quit, have your BATNA ready
 

6. Use impasse breakers

  • Try an "If-then" agreement

  • Get the group focussed on a common goal

  • Invite criticism of ideas instead of defending them

  • Make a "Last and Final offer"

7. Use a deadline

8. Make small concessions gradually

9. Establish an appeal to legitimacy

 

Competitive win-win negotiation
Don’t leave before all agreements and concessions are on paper. I will give some advice and insights.
Extra resources:
More resources:
Copyright © 2005 Next S Business Development (PTY) LTD.
All rights reserved. No part of this publication may be reproduced, used for commercial purposes or edited in any way without the permission of the copyright owner.
Career Builder Career Builder Career Builder Career Builder  
Career Builder
Career Builder