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Negotiation - Coggle Diagram
Negotiation
Prepare: Planning for Negotiation
1.3 Dispute Resolution Process / Deals Making
Litigation
Third party processes
Arbitration
Alternate Dispute Resolution
Rights
Mediation
Negotiation
Interests
Avoidance
Power
1.4 Analyse the Negotiation
What Questions to Ask
What is my BATNA
Important Issues and Why?
Reservation Price
Most Likely Price
Stretch Goal?
Overall Goal
Decision Tree
What is BATNA
Cross Cultural Negotiation
How to handle Ethical issues
General Ethical Standards
Mentor
Personal Standards
Gut Test
Newspaper Test
Family Test
Golden Rule
Organisational Standards
Law Based Ethical Standards
Fraud
Fiduciary Duty
Unconscionability
1.1 Should I negotiate
Yes / No
1.2. Position based / Interest Based Negotiation
Contracts
Perspectives of Contract
Sources of contract law - 2 variables - Civil / Common Laws
Key Elements in contracts
Is there an agreement
Is there consideration
Is the agreement legal
Must the deal be in writing
Perform & Evaluate: The End game
Dispute Prevention
ADR Concepts
ADR Tools
Corporate Pledge
Screens
Contract Clauses
Online Dispute Resolution
Arbitration
Mediation
Review and Evaluation
Actual Negotiate
2.1 Get to know the other side
2.2Understand your power
BATNA = Power
2.3 Use psychological tools and avoid traps
Mythical fixed pie assumption
Devaluation of proposal
Anchoring
Overconfidence
Framing
Availability
Escalation
Reciprocation
Contrast Principle
Big-picture Prespective
Perform & Evaluate