Negotiating Strategies

• Strategies to facilitate integrative bargaining

  • Emphasizing superordinate goals (goals both parties can agree on)
  • Focusing on the problem, not people (not to personalize the conflict)
  • Focusing on Interests, not Demands (demands are what a person wants, interests why the person wants them)

Vorherige Folie

Nächste Folie

Zurück zur ersten Folie

Graphik-Version anzeigen