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Negotiation, 1) Rivalry ,2)New Entrance, 3) Customer, 4) Supplier, 5)…
Negotiation
Power of distance
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Formal Power (Coercive, Reward,Legitimate)
Personal Power (Expert , Referent)
Ethics
Duty Ethics
Principles, laws, social standard that determined what is right and wrong.
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Knowledge
WATNA
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Describe a worst case scenario if the negotiation fails. WATNAs should be determine before entering the negotiation to avoid agreeing to sub-optimal course of action.
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1) Rivalry ,2)New Entrance, 3) Customer, 4) Supplier, 5) Substitute products