by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are integrative, distributive, and compatible bargaining scenarios?The interdependence of parties is often affected by the nature of the differing interests or objectives. The parties may find themselves in situations where the interest or objective of both...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is Self Assessment in a Negotiation?A good negotiator begins by the strategic planning process by assessing her interests, BATNAs, and otherwise framing up their side of the negotiation. In doing so, she will seek to understand both sides of the...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is the significance of alternatives in negotiation?Parties negotiate in order to achieve a better result than they would be able to achieve independently of negotiating (or as an alternative to negotiating). A party may have any number of alternatives to those...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How to Assess the Other Party when strategically planning a negotiation?Assessing a counterparty simply means taking steps to uncover any relevant information about her. The most salient attributes to determine include: Interests or Objectives Begin with the...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is the reservation point in a negotiation?The reservation point (also known as a resistance point) is the minimum acceptable term or terms that a negotiator is willing to accept before she ceases to negotiate and walks away. The reservation point may concern a...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
How do you Assess the Situational Aspects when strategically planning a negotiation?Situational aspects of a negotiation represent any characteristic of the negotiation situation that are not personal to the negotiators or characteristic of the social climate between...
