Short Term Gain Vs Long Term Relationships
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Short term gain vs long term relationshipsNeeds to be far more focused to express vulnerability Reflection of the five exercises3 to 5 things that you did well What didn’t work so well? Self – reflect and what are you strong at? And what do you want to continue to develop? Best practices Taking a look at what happened in every exercise Negotiation checklist4 pages double spaceEmail to instructor directly*Ask to provoke self-awareness, and tell What does negotiation involve? A gap A difference in opinion Co-dependence, you want something from someone and they want something from you People, highly unpredictable Collaboration Principal vs position behaviourWillingness and ability What personality characteristics do effective negotiators demonstrate? EmpathyUnderstanding Verbal, non-verbal and body language adds up to 100%7% verbal, 38% non-verbal and 55% body language An opportunity to interact to opportunistic interaction (gain)Contextual gain Collecting information Practicing negotiation True negotiation – possibility of agreementWin-lose negotiation (positional) Distributive negotiating Win-win negotiation (principled)
Principled: focusing on interestsPositions are often clearly stated; interests are notCeltic luckWhat’s working What’s not Prepare questionsFind out interest level Is that the best you can do?The ticket forces you for a potential alternatives, for something that you do not need or valuedResulted in a bigger price Have you been to the play off? How many games have you seen? “I would like to pursue some alternative”Endowment effectForget about what the face value is on the ticketIt was given to me, i owned it, i have the rightsAnything that is an asset, you would attach a value to itReservation pointDo you accept the deal? CharacteristicDistributiveIntegrative What are the three level of negotiation success? Win-win Mutual Pareto-optimal How realistic is the third level? Is it possible for both parties to only gain based on their interests? Yes, expanding the pieIf there is a degree of empathy, where you can looking out for their interest Do we need to engage in value claiming or value creating? It depends There’s a role in both Depends if you are looking at a more long term aspect Chapter 2 “Getting to Yes”Chapter 2: Separate the people from the problem. Remember that all negotiators are human and can become offended, tired, vengeful, tied to their  positions thanks to ego, and might confuse their own perceptions of the world with objectivereality.In most cases, negotiators have an interest in preserving personal relations with each other  because they will often repeatedly deal with each other. This also greatly speeds and improves future negotiations.People’s perceptions are very important and can’t be dismissed because they don’t fully concord with all the objective facts. Often, different people will focus on different factors and will use those to define the situation—each will have half the picture. You must understand what the two sides think.Realize that your own perceptions and fears color your impressions of the other side’s actions and motives