BU121 Lecture Notes - Lecture 10: Don Hutson, William Ury
Document Summary
The one minute negotiator by don hutson and george lucas. What is a negotiation: the (often) ongoing process through which two or more parties, whose positions are not necessarily consistent, work in an effort to reach an agreement. Negotiaphobia disease of attitude and skill deficiency: many people see negotiations as act of combat or conflict, skill you need to work on. Late in the negotiation process after legitimate strategies fully used. When only a small gap remains on one issue. What really matters is how the other side sees you: affects how they negotiate with you, know yourself as others know you . 2 categories of collaborators: sages and dreamers. Biggest concern is when the number for any strategy is way too high: deploy this strategy regardless of the situation and the strategy used by the other party. Key is to be observant enough to recognize it: behavioural style and company culture, if in doubt lean toward collaboration.
