by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How do Relationships affect Negotiations?Negotiation is fundamentally a communication exercise between individuals. The nature of the negotiators’ interaction and the relationship that ensues has a major impact on the negotiation process. For example, Research...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are some general tactics to facilitate (of finalize) a bargain that is within the zone of agreement?Too often, parties are within the negotiation ZOPA, yet the negotiation stalls or fails. Parties must become familiar with tactics designed to bring other parties...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What Creates Trust in a Negotiation?There are three factors that contribute to the level of trust one negotiator may have for another: Disposition – the individual’s chronic disposition toward trust; Context – the situational factors (context...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are some Distributive Negotiation Tactics?Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. They are most closely associated with what is commonly called hardball tactics. Hardball TacticsHardball tactics...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How to Building Trust in a Negotiation?Two primary approaches exist for establishing trust in a negotiation: Cognitive Route Building trust based on rational and deliberate thoughts and considerations. In summary, this approach depends on logic. A negotiator relates...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are some Integrative Negotiation Tactics?Integrative negotiation tactics seek to provide greater value to the parties collectively than could be achieved individually. Some commonly-understood integrative tactics are discussed below.Expand and Modify the Resource...
