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Software Vault: The Gold Collection
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Software Vault - The Gold Collection (American Databankers) (1993).ISO
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cdr02
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npro301d.zip
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BLANK.DAT
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1993-07-02
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102 lines
Your interests
Your side
Your side but not present
Other side
Parties on other side but not present
Negotiator on other side
Background to negotiation
Briefing book research
Other research materials
Needed research materials
Involved parties' interests and proposals
Terms and Standards
Acceptable Outcomes
Select strategies
Tone of negotiation
What might modify the intended tone
Establishing a relationship
Who is on your team
Who is on other team
Proposed groundrules
Will you open the negotiation
How make first offer
How and when to communicate your interests
How and when to communicate your BATNA
Willingness to make new proposals
How will you accredit your proposal
Select tactics
Possible disagreement with client over tactics
Tactics for impasse
Other side's possible proposals
Other side's concerns
Your concerns
Tie-down tactics
Insuring compliance
Utility of the deal
+===+ +===+Your interests
+===+Your side
+===+Your side but not present
+===+Other side
+===+Parties on other side but not present
+===+Negotiator on other side
+===+Background to negotiation
+===+Briefing book research
+===+Other research materials
+===+Needed research materials
+===+Involved parties' interests and proposals
Interests:
a.
b.
c.
Proposals:
a.
b.
c.
Terms:
a.
b.
BATNA:
+===+Terms and Standards
Terms:
Ideal:
Good:
Acceptable:
Standards:
a.
b.
c.
Accreditation:
a.
b.
c.
+===+Acceptable Outcomes
+===+Select strategies
+===+Tone of negotiation
+===+What might modify the intended tone
+===+Establishing a relationship
+===+Who is on your team
+===+Who is on other team
+===+Proposed groundrules
+===+Will you open the negotiation
+===+How make first offer
+===+How and when to communicate your interests
+===+How and when to communicate your BATNA
+===+Willingness to make new proposals
+===+How will you accredit your proposal
+===+Select tactics
+===+Possible disagreement with client over tactics
+===+Tactics for impasse
+===+Other side's possible proposals
+===+Other side's concerns
+===+Your concerns
+===+Tie-down tactics
+===+Insuring compliance
+===+Utility of the deal