ORGS 4560 Lecture 1: 1 – ESSENTIALS OF NEGOTIATION

• School: York University
• Department: Organization Studies
• Course: ORGS 4560
• Professor: Indira Somwaru

Document Summary

1 essentials of negotiation: communication and trust. Most negotiators are fearful of being hurt by revealing too much information, and so keep their facts and preferences close. Yet, current negotiation theory advises us to cooperate whenever possible, revealing information to create maximum value. Before talks begin and, if possible, even before initial contact with your counterpart list the info you need to resolve your dispute or to build a strong deal. Also anticipate the info the other side will want from you, and consider how you"ll respond. Identify info you may be asked to reveal & how you will respond.