Better Business Relationships by Kim Tasso

Author:Kim Tasso
Language: eng
Format: epub
ISBN: 9781472957009
Publisher: Bloomsbury Publishing
Published: 2018-08-22T16:00:00+00:00

•Ready yourself

•Explore each party’s needs

•Signal for movement

•Probe with proposals

•Exchange concessions

•Close the deal

•Tie up loose ends

Principled negotiation

Roger Fisher and William Ury, two researchers in the Harvard Negotiation Project, developed four principles for win–win negotiations:

a)Separate people from the problem – focus on events and behaviours rather than the parties

b)Focus on interests, not positions – interests are the reasons for the position someone might adopt and position is someone’s stand on an issue. Imagine an iceberg: there is but a small part of the top showing – this is the position. The larger area below represents the interests – these needs must be revealed and explored

c)Generate options for mutual gain – brainstorm multiple options, keeping in mind mutual gain

d)Base choice on some kind of objective criteria – try to find measureable ways to assess the value of suggestions

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.