Page 69 - DMGT519_Conflict Management and Negotiation Skills

Pretty Bhalla, Lovely Professional University Unit 4: Negotiation

Unit 4: Negotiation Notes

CONTENTS
Objectives
Introduction
4.1 Definition and Scope
4.2 The Prevalence of Negotiation
4.3 Alternatives to Negotiation
4.4 Negotiating Conflicts
4.5 Need and Importance of Negotiation
4.5.1 Dynamic Nature of Business
4.6 Preconditions for Negotiations
4.7 Elements of Negotiation
4.8 Assumptions in Negotiation
4.9 Game Plan
4.9.1 Pre-negotiation Planning
4.10 Behaviour during Negotiation
4.11 Post-negotiation Understanding
4.12 Distributive Negotiation
4.13 The Bargaining Zone and the Negotiation Dance
4.14 The most Commonly bothering Questions
4.15 Finding ways to Abandon a Committed Position
4.16 Closing the Deal
4.17 Integrative Negotiation
4.17.1 Win-win Negotiation: Expanding the Pie
4.17.2 Strategies that Work
4.17.3 Resource Assessment
4.18 Team Negotiation Skills
4.19 Negotiation Process and Preparation
4.19.1 Preparation
4.19.2 Steps to Deal
4.20 Invitation to Negotiation
4.21 Bargaining
4.22 Negotiation Process
4.23 Non-linear Negotiating Process
4.23.1 Barriers in Agreement
4.24 Summary
4.25 Keywords
4.26 Review Questions
4.27 Further Readings

LOVELY PROFESSIONAL UNIVERSITY 63