Module 5 Flashcards
1
Q
Stages of Negotiation
A
- Preparation
- Rapport-Building
- Information-trading
- Deal-making
- Closing
2
Q
Preparation Stage
A
- What do you really want
- Identify interest
- Aim high
- Strong BATNA
- Goal Setting
- Dual concerns model
3
Q
Goal Setting
A
-Be specific
- Commit to your goal
- Carry goal into negotiation
4
Q
Authoritative standards/objective information
A
Standards allow us to justify our claims while the objective is just opinion.
