Primarily integrative
Bargaining mix – what are the elements and your priorities.
Goals – all three goals (target, aspiration and bottomline) and anchors for them
Shared and divergent interests
Negotiation strategy based on the above – e.g. trusting collaboration? What tactics will you use
This is a virtual negotiation. How do you think it will impact your negotiation style and outcome
Batna – what is your Batna, Quality of Batna?
This is a cross-cultural negotiation where one negotiator will communicate in a language other than English. Based on your readings for this session, and your experience working in cross-cultural teams at CBE or at work, how do you think it will impact your negotiations?
Bargaining mix – what are the elements and your priorities.
Goals – all three goals (target, aspiration and bottomline) and anchors for them
Shared and divergent interests
Negotiation strategy based on the above – e.g. trusting collaboration? What tactics will you use
This is a virtual negotiation. How do you think it will impact your negotiation style and outcome
Batna – what is your Batna, Quality of Batna?
This is a cross-cultural negotiation where one negotiator will communicate in a language other than English. Based on your readings for this session, and your experience working in cross-cultural teams at CBE or at work, how do you think it will impact your negotiations?
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