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The Negotiation Process

by Dr. Juan Diaz-Prinz

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      Slides 03 Negotiation Process NegotiationSkillsStrategies.pdf
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    About the Lecture

    The lecture The Negotiation Process by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:

    • The Negotiation Process
    • Case: Soulfood
    • Negotiation Process
    • Distributive Bargaining

    Included Quiz Questions

    1. Interdependent relationships
    2. Perceptions and assumptions
    3. Tangible and intangible issues
    4. Anger
    5. A fight
    1. Opening
    2. Exchange
    3. Formula
    4. Sparring
    5. Make up
    1. People
    2. Problem
    3. Process
    4. Competition
    5. Avoiding
    1. Distributive negotiation
    2. Interest-based negotiation
    3. Relationship negotiation
    4. Power negotiation
    5. Micro-negotiation
    1. Maximising joint value
    2. Finding common ground
    3. Making concessions
    4. Using power to get what you want
    5. Pressuring the other side
    1. Analysis
    2. Planning
    3. Prioritisation
    4. Power
    5. Secret information

    Author of lecture The Negotiation Process

    Dr. Juan Diaz-Prinz

    Dr. Juan Diaz-Prinz


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