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Understanding Myself as a Negotiator

by Dr. Juan Diaz-Prinz

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    Learning Material 3
    • PDF
      Slides 01 Negotiator NegotiationSkillsStrategies.pdf
    • PDF
      NEGOTIATION STYLES handout.pdf
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    About the Lecture

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

    • Understanding Myself as a Negotiator
    • What is Negotiation?
    • Strategic Negotiation Styles
    • Expectations

    Included Quiz Questions

    1. Maintaining an overview
    2. Reflecting on linkages
    3. Having clarity of purpose and quality of relationships.
    4. Reacting immediately to something you dislike.
    5. Having a plan.
    1. Desire to negotiate is high than desire to impose.
    2. There is an independent relationship.
    3. Previously accepted rules no longer apply.
    4. There are divergent interests.
    5. Parties are angry with each other.
    1. Messaging
    2. Sequencing
    3. Active Listening
    4. Creativity
    5. Impatience
    1. Bluffing
    2. Competing
    3. Collaborating
    4. Yielding
    5. Avoiding
    1. Works well under pressure
    2. It support dialogue
    3. It is empathetic
    4. There is free flow of communication
    5. There is accommodation for others
    1. Reach an agreement
    2. Fairness
    3. Have their concerns met
    4. Be heard and understood
    5. To fight

    Author of lecture Understanding Myself as a Negotiator

    Dr. Juan Diaz-Prinz

    Dr. Juan Diaz-Prinz


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