What are the 3 phases of negotiation?
The three phases of a negotiation are:
- • Phase One – Exchanging Information.
- • Phase Two – Bargaining.
- • Phase Three – Closing.
What are the two primary goals in the negotiation process?
In the negotiation process the two primary goals are to clarify a goal and to reach an agreement. For example, when a negotiation is done effectively, two or more people will state their goals, and than attempt to reach an agreement that is acceptable for both parties.
What is stretch goal in negotiation?
Stretch goal: the highest price that a seller (or the lowest price that a buyer) can reasonably justify. Negotiators who start with aggressive stretch goals are the most successful in the long term. Target price: This price represents a reasonable outcome in the negotiation.
What does Zopa mean?
negotiation Zone of Possible Agreement
What is a stretch goal example?
A stretch goal is an additional goal you set for your campaign in case you exceed your initial funding goal, and is generally used to finance another specific aspect of your project. Example: A video game project raises $50,000 to produce a game with 10 levels.
What is position based negotiation?
Positional bargaining is a negotiation strategy that involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests.
What are the 4 steps of getting to yes?
4 principles for “Getting to Yes”
- separate the people from the problem;
- focus on interests rather than positions;
- generate a variety of options before settling on an agreement;
- insist that the agreement be based on objective criteria.
What is interest-based negotiation?
In interest-based negotiations, the intent is to reach a mutually acceptable outcome, something that is mutually beneficial to both parties. The outcome of an interest-based negotiation is one where credibility is built between both parties as they develop a relationship of trust.
What is the difference between position and interest in negotiation?
Positions are surface statements of where a person or organization stands, and rarely provide insight into underlying motivations, values or incentives. Interests are a party’s underlying reasons, values or motivations. Interests explain why someone takes a certain position.
What is integrative negotiation?
Integrative negotiation is often referred to as “win-win” and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiation participants through creative and collaborative problem-solving.
What are intangibles in negotiation?
The value of intangibles is what the buyer is willing to pay and can be priceless. Too often, negotiators focus on trading tangibles, as they can be easily measured, while neglecting intangibles. Tangibles refer to property, equipment, accounts, receivables, cash, prepaid expenses, copyrights, patents, etc.