Negotiation is an essential skill for personal well-being and professional success, a skill that begins in identifying and acting on their own desires and needs. Many people, however, lack confidence, motivation, training or simply for what they want to put in certain situations, for example in negotiations with a major customer. Still others are reluctant to initiate inquiries on usually. This article describes the personal characteristics and situational factors that influence indi … Read more »

Negotiation is an essential skill for personal well-being and professional success, a skill that begins in identifying and acting on their own desires and needs. Many people, however, lack confidence, motivation, training or simply for what they want to put in certain situations, for example in negotiations with a major customer. Still others are reluctant to initiate inquiries on usually. This article describes the personal characteristics and situational factors that influence the individual’s probability of participation to another party in a negotiation, a request that this application and optimization. Here concrete suggestions for managing this critical phase of negotiations over three levels are offered: mental preparation before the procedure; positioning before and at the point of, commitment and verbal craftsmanship in the delivery of a request. ” br />
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Roger J. Volkema
Source: Business Horizons
10 pages.
Release Date: 15, November 2009. Prod #: BH361-PDF-ENG
Why Dick and Jane did not ask: Getting past initiation barriers in negotiations HBR case solution

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