Negotiating as a basic tool of management


Problem: An in-depth look at negotiating as a basic tool of management, aspects of different negotiating styles, (intuitive, normative, analytical, and factual), negotiating with others according to styles, negotiating across cultures, parameters of negotiations,

Negotiation Styles

Aspects of difference in style are:

  • The amount and types of preparation
  • The emphasis on task vs. interpersonal relationships
  • The use of general principles vs. specific detail
  • The numbers in the negotiation team
  • Their relative influence in the team

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Other Management: Negotiating as a basic tool of management
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