The Persuasive Negotiator by Florence Kennedy Rolland

Author:Florence Kennedy Rolland
Language: eng
Format: epub
Publisher: Taylor and Francis
Published: 2020-10-15T00:00:00+00:00

Negotiation permits each to weigh up and assess what could be the content of the likely bargain that could finalise the deal. Hence, bargains tend to be offered near the close of a negotiation, unless the negotiation is about a formal offered bargain – a contract, for example – presented at the start of the meeting. This does not alter the role of the bargaining phase, which is to finalise the potential agreement on the basis of what has been said in debate and what proposals have been put forward. Many bargains may be offered by either negotiator, including the formal written one that started the meeting, but this does not mean that any of them are acceptable. The offering of a bargain is not the end of the matter – the offered bargains themselves are subject to the same process of consideration (i.e. debate, propose and bargain) – but the difference with other phases in negotiation lies in the fact that when we are negotiating bargains, we are generally closer to a conclusion than when we are making opening statements in the initial debate phase.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.