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Negotiating Strategically

Negotiating Strategically

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Published by: Frich Delos Santos Peña on Mar 11, 2013
Copyright:Attribution Non-commercial

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12/22/2013

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POWER FACTORS IN NEGOTIATION
1.Nature and type of information.2.Presence of constituencies and the support theyprovide.3.Time and deadlines4.Legitimacy5.Alternatives to dealing with an opponent or arriving at the proposed agreement.6.
Personal qualities of the negotiator’s style and
personality.
 
NEGOTIATORS ARE MORE POWERFUL WHEN:
They have the information they need; they are wellprepared.
They have the full endorsement of their organization or constituency.
They do not need to complete a deal under some deadline.
They have the power of the organization’s rules, policies,
and procedures to back them.
They have good options of completing the agreement.
They have strong reputations for being persuasive,tenacious, and having personal integrity.
 

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