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Chapter2 CSCAcademyEntrepLitNegotiations PDF
Chapter2 CSCAcademyEntrepLitNegotiations PDF
Negotiating to divide some limited resource- you win, I lose, and vice versa.
the pie.”
Negotiating to try to expand resources so that everyone wins from the outcome we
Create value, build trust, deal with emotions and perceptions, protect long-term
relationships.
▪ Distinguish between interests and positions.
▪ Participate in negotiation simulation to diagnose your strengths and weaknesses.
▪ Learn the steps involved in creating value.
Develop a personal theory-of-practice with regard to the elements of entrepreneurial
negotiations.
Diagnose personal strengths and weaknesses to improve negotiating skills
Use objective standards to build trust
• Build trust in entrepreneurial negotiations.
• Learn how contingent agreements can be used to reduce uncertainty.
Recognize the importance of emotions and perceptions
Disengaging from
Active listening personal & people.
Perception, Emotion,
( not agreeing!) Communication
issues
Negotiation Skills
• https://www.slideshare.net/thejunction32/negotiating-101
• https://www.edx.org/course/entrepreneurial-negotiations-3