MAN 4441 Quiz: MAN4441 Quiz 2 chapter notes.docx
Document Summary
Direct and indirect effects of goals on strategy. Tactics-short term, adaptive moves, designed to enact or pursue broad strategies. Planning-the action of strategy process(how you implement strategy) Unilateral-made without active involvement of the other party. Bilateral-made with 2 or more parties in mind. Considers impact of others strategy on one"s own. If trying to get a little more out of negotiation, would use unilateral. Per dual concerns model, choice of strategy reflected in 2 questions: Planning is the most critically important activity in the negotiation . Situation may not be worth time/effort to negotiate. If able to meet ones needs without negotiation, use avoidance straqtegy. Simply may not be worth time and effort to negotiation. Understanding the flow of negotiation stages and phases. How do interaction processes relate to inputs and outcomes. Key steps to ideal negotiation process: relationship building. Build commitment towards mutual beneficial outcomes: preparation.
