TheBusinessProfessor
  • Home
  • Academy
  • SearchBase
  • Membership
    • Account
Select Page

Personal Characteristics Lead to an Integrative Negotiation

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...

Best Practices in an Integrative Negotiation – Explained

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

What to Do in an Integrative Negotiation?Begin by understanding the primary approach to a distributive negotiation. As part of any negotiation procedure, you must assess your interests and strategy. Below, we outline unique or additional components to the process to...

Integrative Negotiation – Explained

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

What is an Integrative Negotiation?An Integrative negotiation involves a scenario where the interests or objectives of each negotiator is not mutually exclusive. These negotiations contain more than one interest or objective. Often, the interests may be complex and...

Best Practices in a Distributive Negotiation – Explained

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

What is the best way to handle a distributive negotiation?As previously discussed, a distributive negotiation is generally competitive in nature. One party gains in a negotiation at the expense of the other party. Distributive negotiations can, nonetheless, be...

Distributive Negotiation – Explained

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

What is a Distributive Negotiation?A distributive negotiation is a situation in which interests or objectives of the parties are the same and are mutually exclusive. These situations are characterized by a finite or fixed amount of resources. The interest(s) or...

Personal and Situational Factors Affect Negotiation – Explained

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

What personal and situational factors affect negotiation?Negotiations are far more complicated than just a bundle of facts that negotiators are trying to organize. While facts are the background of negotiation, the following situational factors are readily understood...

Anchor Points and Bargaining Range in a Negotiation – Explained

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

What is the bargaining range in a negotiation?  The parties generally open up a negotiation with an offer by one party and a response to the offer or counteroffer by the other party. The opening offer and response are known as the parties anchor points. As the name...

Concessions in a Negotiation – Explained

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

What are concessions or adjustments of the bargaining position?A dependent party’s ability to secure her interests or achieve her objectives in a negotiation depends upon the willingness of the other party to assent to her position (beliefs, principles, desires,...

Reservation Point and ZOPA in Negotiations – Explained

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...

BATNA in a Negotiation – Explained

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...
« Older Entries
Next Entries »

Designed by Elegant Themes | Powered by WordPress