The Negotiation Process
Über den Vortrag
Der Vortrag „The Negotiation Process“ von Dr. Juan Diaz-Prinz ist Bestandteil des Kurses „Negotiation Skills & Strategies (EN)“. Der Vortrag ist dabei in folgende Kapitel unterteilt:
- The Negotiation Process
- Case: Soulfood
- Negotiation Process
- Distributive Bargaining
Quiz zum Vortrag
All negotiations involve…
- Interdependent relationships
- Perceptions and assumptions
- Tangible and intangible issues
- Anger
- A fight
Name three phases in negotiation!
- Opening
- Exchange
- Formula
- Sparring
- Make up
What are the three sides of the negotiation triangle
- People
- Problem
- Process
- Competition
- Avoiding
What are the two major approaches to negotiations?
- Distributive negotiation
- Interest-based negotiation
- Relationship negotiation
- Power negotiation
- Micro-negotiation
Interest-based negotiation involves…
- Maximising joint value
- Finding common ground
- Making concessions
- Using power to get what you want
- Pressuring the other side
Good process design involves…
- Analysis
- Planning
- Prioritisation
- Power
- Secret information
Dozent des Vortrages The Negotiation Process
Dr. Juan Diaz-Prinz
Dr. Juan Diaz-Prinz has spent 15 years working with political, social and economic leaders on improving their conflict management skills. He has taught this subject at various international universities for 13 years. Over the years he has been able to bring together theory and practice of negotiations into a unique approach. Recently, he has been working in the private sector with business leaders to help them find their negotiator's voice.Kundenrezensionen
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