Formal negotiating Flashcards
1
Q
Negotiation philosophies (2 types)
A
Win-lose negotiation
Win-win negotiation
2
Q
Planning the negotiating session (7 steps)
A
- Prepare
- Location
- Time allotment
- Negotiation objectives
- Information control
- Team selection and management
3
Q
Conflict handling behaviour
A
competing, accommodating, avoiding, collaborating
4
Q
Negotiation meeting
A
Preliminaries
Guidelines
Dealing with win-lose negotiators
Making concessions
5
Q
Type of loyalty
A
Behavioural loyalty
Attitudinal loyalty
6
Q
Type of relationship
A
Market exchanges
Partnerships
7
Q
Phases of relationship developments (5 phases)
A
Awareness Exploration Expansion Commitment Dissolution
