BUS 485 Chapter Notes - Chapter 5: Negotiation, Best Alternative To A Negotiated Agreement, Agreeableness

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 485
• Professor: mitra kiamanesh

Document Summary

Negotiators often choose between two completely different negotiation styles or approaches: of being tough or soft. Richard shells: seven tools for overly cooperative negotiators. 1. avoid concentrating too much on your bottom line. 3. get an agent and delegate the negotiation work. 4. bargain on behalf of someone or something else, not yourself. 6. say you will have to do better than that because instead of just saying yes . Richard shells: seven tools for overly competitive negotiators. 2. ask more questions than you think you should. 7. always acknowledge the other party and protect that person"s self-esteem. Three types of approaches when in the process of dispute resolutions: Interests: person"s needs, desires, concerns, fears in general, the things a person care about or wants. Power: ability to coerce someone to do something that he/she would not otherwise do, exercising power typically means imposing costs on the other side of threatening to do so.