by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Mental models of negotiation Back to: NEGOTIATIONS What is cognitive framing in the context of negotiation? A cognitive frame is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article:”Cognitive Framing” in the context of negotiation Back to: NEGOTIATIONS What is perception in the context of negotiation? Perception is the process by which individuals connect to their environment, by ascribing meaning to messages and...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Back to: NEGOTIATIONS What are some integrative negotiation tactics and how should you employ them? Expand and Modify the Resource Pie add resources in such a way that both sides can achieve their objectives. Use Nonspecific Compensation allow one person to...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Integrative negotiation tactics? Back to: NEGOTIATIONS What are some distributive negotiation tactics and how should you employ them? Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. They...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Dealing with Distributive Negotiation Tactics? Back to: NEGOTIATIONS 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...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Tactics to facilitate bargain within the Zone of Potential Agreement? Back to: NEGOTIATIONS What is the role of persuasion as a tactic in a negotiation? In the absence of power to control a negotiation and coerce another party, a skilled...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Tactics aimed at persuading a counterparty? Back to: NEGOTIATIONS 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....
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Power in the negotiation influences tactics Back to: NEGOTIATIONS What other factors are understood to affect strategic objectives and planning in a negotiation? Cognitive Disposition – In Ch. 6, we address the effect of cognitive...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Factors understood to affect strategy in a negotiation Back to: NEGOTIATIONS How do you assess the Social Context when strategically planning a negotiation? A negotiator must understand the social context of the negotiation. Negotiation occurs in...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
[cite] Next Article: Assess the Social Context when strategically planning Back to: NEGOTIATIONS How do you Assess the Situational Aspects when strategically planning a negotiation? Situational aspects of a negotiation represent any characteristic of the negotiation...
