By Richard A. Luecke

ISBN-10: 0761214798

ISBN-13: 9780761214793

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C) most decision making power to senior executives. (d) unions a greater say in company policy. Do you have questions? Comments? Need clarification? org. org/ 5. (b) 2 Two Different Approaches: Win-Lose and Win-Win Learning Objectives By the end of this chapter, you should be able to: • Explain the difference between win-lose and • • win-win negotiations. Identify three characteristics of win-lose negotiations. Identify non-price values that may motivate participants to seek win-win resolutions.

Describe it below. ” Negotiators and Communist party apparatchiks of the former Soviet Union were practitioners of the win-lose style. S. agricultural mission to Moscow, every discussion began with a great deal of smiling, backslapping, and vodka toasts to the health of the American visitors. S. counterparts. Once they had the Americans limbered up, they proceeded to pick away parts of the deal that favored the United States while stonewalling every proposal that required a concession from the Soviet side.

If Juana had no plans to use the building as a restaurant, that offer might actually be agreeable to her. In the previous section on reserve price, we noted that you should not reveal your reserve price to the other side. ” The truth is that you cannot in most cases—unless the other side reveals it to you. The area of agreement is simply a concept for helping you think about the larger picture. However, a little research may tell you something about the other side’s reserve price. ” Harriet took that figure to be the applicant’s opening bargaining point—not his bottom line.

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Best Practice Workplace Negotiations by Richard A. Luecke


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