Page 292 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills Pretty Bhalla, Lovely Professional University

Notes Unit 14: Closing the Deal and
Post Negotiation Evaluation

CONTENTS
Objectives

Introduction
14.1 Best 10 Practises for Negotiators
14.1.1 Claiming Value versus Creating Value
14.2 Striking by Your Principles versus Being Resilient to the Flow

14.2.1 Sticking with the Strategy versus Opportunistic Pursuit of New Options
14.3 Closing the Deal
14.4 How to Claim Value or Retain Value at the Closing Stage of a Negotiation
14.5 Agreement Template

14.6 Tactics at End of Negotiation
14.7 Tactics for Success
14.8 Bargaining Traps
14.9 Joint Problem Solving to Avoid Bargaining Traps

14.10 Other Barriers to Agreement
14.11 Building a Relationship
14.12 Summary
14.13 Keywords

14.14 Review Questions
14.15 Further Readings

Objectives

After studying this unit, you will be able to:

 Define and explain the agreement template
 Discuss about closing the deal
 State about the closing stage
 Discuss about post Negotiation Evaluation

Introduction

Negotiation is an integral part of daily life and the opportunities to negotiate surround us.
While some people may look like born negotiators, negotiation is fundamentally a skill involving
analysis and communication that everyone can learn. Negotiation is a dialogue between two or
more people or parties, intended to reach an understanding, resolve point of difference, or gain
advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain

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