by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What personal characteristics of negotiators facilitate a successful integrative negotiation?An integrative negotiation is unique in that it involves more complex interest and, thus, requires a more complex strategy. The following are characteristics of orientations...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is Negotiation Strategy?Strategy is the orientation or holistic approach of an individual toward achieving an outcome or objective. Strategy is often used to identify the plan for achieving that objective. Collectively, we will use the term strategy to refer to:...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How Motivations Affect the Strategic Orientation and Objectives in Negotiation?Basic motivations (along with other cognitive factors) influence individual behavior. They can also influence an individuals approach to a negotiation or method for achieving a particular...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are Power tactics in a Negotiation? Power is an overarching theme that guides the selection of a strategic orientation, objective, plan, and tactics employed in a negotiation. Asserting or demonstrating power would be a strategic objective. Actually employing a...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are some effective strategic objectives in a Negotiation? Effective strategy and planning are the most critical precursors for achieving negotiation objectives. Remember, strategy is made up of Orientation, Objectives, and Tactics. These strategic elements are...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How to Develop a Strategic Negotiation Plan?There is no single method for developing a strategic plan in a negotiation. Any plan, however, should incorporate the strategic objectives and tactics used in a manner consistent with your strategic orientation. Effective...
