SEVEN ELEMENTS OF NEGOTIATION
BATNA
What will the respective parties do if they don´t come to agreement?
PARTIES
Who are the real parties in the negotiation
INTERESTS
What are their fundamental needs and priorities?
VALUE
How can value be created – and who is likely to get it?
BARRIERS
What obstacles might prevent agreement (or the maximization of joint venture) and how can they be overcome?
POWER
How can the various parties influence the negotiation process and its outcome?
ETHICS
What is the right thing to do?
Class 13 SEVEN ELEMENTS OF NEGOTIATION
Tania Díaz
Created on October 23, 2019
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Transcript
SEVEN ELEMENTS OF NEGOTIATION
BATNA
What will the respective parties do if they don´t come to agreement?
PARTIES
Who are the real parties in the negotiation
INTERESTS
What are their fundamental needs and priorities?
VALUE
How can value be created – and who is likely to get it?
BARRIERS
What obstacles might prevent agreement (or the maximization of joint venture) and how can they be overcome?
POWER
How can the various parties influence the negotiation process and its outcome?
ETHICS
What is the right thing to do?