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THREE PILLARS OF NEGOTIATION (A BALANCE BETWEEN (COMPETITION / EMPATHY,…
THREE PILLARS OF NEGOTIATION
PEOPLE
ISSUE
ACUSER'S BIAS
NEGATIVE VIEW ABOUT THE OTHERS
ATTRIBUTE BAD INTENTIONS TO THEM
BLAME THEIR PERSONNALITY
EXCUSER'S BIAS
EXCUSE OURSELVES
INVOKE GOOD ATTENTION
BLAME SITUATION INSTEAD OF OURSELVES
SOLUTION
EMPATHIZE
put yourself in their shoes
LISTEN ACTIVELY
ASSERT YOURSELF
put them in your shoes
SPEAK ACTIVELY
PROBLEMS
ISSUE
BOTH SIDE HAVE TO CHOOSE
COOPERATIVE / COOPERATIVE
WIN-WIN
COOPERATIVE / COMPETITIVE
WIN-LOOSE
COMPETITIVE/COMPETITIVE
LOOSE-LOOSE
SOLUTION
FIRST STEP
BE COOPERATIVE
CREATE VALUE
SECOND STEP
BE COMPETITIVE
CLAIM VALUE
PROCESS
ISSUE
THE AGENT'S DILEMNA
BE GOOD AT
REPRESENTING YOUR ON BOSS
PRESERVE YOUR REPUTATION
SOLUTION
ACT
AS PRINCIPAL DELEGATE
APPLY TO MANDATE
BE LOYAL TO PRINCIPAL AS AN AGENT
AS PRINCIPAL'S TRUSTEE
IMPLEMENT THE DEAL
PROTECT YOUR REPUTATION AS A DEAL MAKER
A BALANCE BETWEEN
COMPETITION / EMPATHY
COOPERATIVE / INTERNAL LOYALTY
ASSERTIVENESS / EXTERNAL REPUTATION