Strategic Objective in a Negotiation

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: Strategic objectives associated with negative outcomes Back to: NEGOTIATIONS What is a strategic objective in a negotiation? Effective strategic planning will incorporate an orientation and method for achieving a particular outcome or objective....

Risk and Risk Perception in Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: How do perceptions of entitlement and fairness affect negotiations? Back to: NEGOTIATIONS What is risk and how does risk perception affect a negotiation? Risk is the probability of an undesirable outcome. Rarely is a negotiation outcome certain....

Principal Agent Relationships in Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: Constituent relationships – how it affects negotiation Back to: NEGOTIATIONS What is a principal-agent relationship and how does it affect a negotiation? Advantages of agents include: Substantive knowledge – Principals often identify...

Constituent Relationships in Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article:Team negotiations – how they affect the negotiation process Back to: NEGOTIATIONS What is a constituent relationship and how does it affect negotiation? Constituent, the party whom the principal represents, is ostensibly on the same side as a...

Team Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: Intergroup negotiations – how they affect a negotiation Back to: NEGOTIATIONS What are team negotiations and how do they affect the negotiation process? Presence of at least one team at the bargaining table increases the incidence of...

Intergroup Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Back to: NEGOTIATIONS What are intergroup negotiations, and how do they affect a negotiation? Intergroup negotiation is where parties identify with their organization and interact with the other party in terms of his or her membership in other organizations....