Organizational Behaviour & Process

SUBMITTED TO:

Prof. Gangwani

SUBMITTED BY:

Aquib KhanMBA – 1st Sem

2014-2015

Unit - 5

(i) There are a minimum of two parties present in any negotiation. (ii) Both the parties have pre-determined goals which they wish to

achieve. (iii)There is a clash of pre-determined goals, that is, some of the pre-

determined goals are not shared by both the parties. (iv)There is an expectation of outcome by both the parties in any

negotiation. (v) Both the parties believe the outcome of the negotiation to be

satisfactory. (vi)Both parties are willing to compromise, that is, modify their position. (vii)The incompatibility of goals may make the modification of positions

difficult. (viii)The parties understand the purpose of negotiation.

1.Location

2.Physical setting

3.Time Passage & Deadlines

4.Audience Characteristics

NEGOTIATION

PERSONALITY

SALES

MOTIVATION

ITEGRATIVE DISTRIBUTIVE

COOPERATIVE TACTICS

COMPETITIVE TACTICS

r

Overview of

They areAlwayschanging Symbolic

dimension

Multi-layered Constantly In flux Elatic

Multi-layeredConstantly In flux

Elastic LargelyBelowThesurface

: Connections

: How to Respond

GLOBALIMPLICATIONSONNEGOTIATION