search query: @indexterm Negotiation / total: 621
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| Author: | Rooney, B. |
| Title: | How to Negotiate |
| Journal: | Management Today
2002 : JUN, p. 62-68 |
| Index terms: | MANAGEMENT NEGOTIATION ANALYTICAL REVIEW COMPANIES |
| Language: | eng |
| Abstract: | The author of the article states that it is important not to shout the odds when the one starts bargaining. It is necessary to listen to the counterparty and read their body language and this is the way to reach a happy conclusion. There only two goals in every negotiation. They are: to solve problems and to build relationships. The author states that it is also important to know your own facts, to be clear about your goals and identify your fears. It is necessary to know what your best alternative to a negotiated agreement is. The paper advices to separate interests from positions and do not let yourself to get emotionally involved. Assume nothing, ask questions. Be curious, not furious. |
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