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Class 13 SEVEN ELEMENTS OF NEGOTIATION

Tania Díaz

Created on October 23, 2019

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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?