MGT 445 Week 1 DQ 1
MGT 445 Week 1 DQ 1
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This 0 page Study Guide was uploaded by kimwood Notetaker on Friday November 13, 2015. The Study Guide belongs to a course at a university taught by a professor in Fall. Since its upload, it has received 22 views.
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Date Created: 11/13/15
What are the elements of a negotiation The 7 Element theory proposes that every negotiation can be broken down into 7 different yet interconnected elements relationship communication interests options standards alternatives and commitments The theory suggests that all 7 elements are present in every negotiation regardless of the style or approach adopted by the negotiators The negotiators will manage the 7 elements in a unique way for each negotiation Below is a set of brief de nitions for each element Relationship The level of connection between two or more people Communication The conveyance of messages by writing speech or other ways Interests The goals needs hopes fears and concerns that motivate the parties involved in the negotiation Options Ideas on how the parties involved in the negotiation may meet their interests mutually Standards Criteria that the parties involved in the negotiation use to validate their perspectives Alternatives Steps each party implicated in the negotiation could take to satisfy their interests outside the current negotiation Commitments Promises made to build create or nalize agreement Lewicki Barry and Saunders 2006 What are some of the problems you have experienced when negotiating The main problem l have is to create an effective framework within which I can analyze the thoughts speech and actions of each negotiator Sometimes the negotiators do not demonstrate their real intentions and how they plan to use each element which makes the negotiation longer until all the elements are evaluated and get a real perspective How would you address these problems With the evaluation results I can make informed choices about how to use the 7 elements adapting my strategy exibly as each negotiation unfolds Reference Negotiation 5e ISBN 0072973072 Author RoyJ Lewicki David M Saunders Bruce Barry copyright 2006 The McGrawHill Companies
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