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Negotiations - Final Paper Global MBA 2008 - Umberto Calderon

Negotiations - Final Paper Global MBA 2008 - Umberto Calderon

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Published by Umberto Calderon
People negotiate all the time, even though they do not always realize that they are negotiating. Negotiation occurs mainly to solve problems arisen by discrepancies between two or more parties. In order to solve these problems, it is advisable that the negotiation be based upon principles, that is to take an approach on the interests of the parties, rather than the positions taken by them. Apart from achieving the specific objectives, the performance of a negotiation is based on good sense, efficiency, learning and the capacity to maintain or improve the relationship between the parties, and above all, on the capacity to create or capture the most of the value under consideration. Essential requirements to obtain a successful negotiation are: elaboration of a strategy, firmness, ethics, respect to the other party, empathy, confidence, flexibility, creativity, assertiveness, separation of persons from the problem, and patience.
People negotiate all the time, even though they do not always realize that they are negotiating. Negotiation occurs mainly to solve problems arisen by discrepancies between two or more parties. In order to solve these problems, it is advisable that the negotiation be based upon principles, that is to take an approach on the interests of the parties, rather than the positions taken by them. Apart from achieving the specific objectives, the performance of a negotiation is based on good sense, efficiency, learning and the capacity to maintain or improve the relationship between the parties, and above all, on the capacity to create or capture the most of the value under consideration. Essential requirements to obtain a successful negotiation are: elaboration of a strategy, firmness, ethics, respect to the other party, empathy, confidence, flexibility, creativity, assertiveness, separation of persons from the problem, and patience.

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Published by: Umberto Calderon on Jan 13, 2009
Copyright:Traditional Copyright: All rights reserved

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02/07/2013

 
 
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