Summary
OBS 220 Chapter 1 & 2 summary
- Course
- Institution
- Book
OBS 220 Chapter 1 & 2 summary from the mind and the heart of the negotiator 2021. From Cram
[Show more]
Connected book
Book Title:
Author(s):
- Edition:
- ISBN:
- Edition:
More summaries for
-
Test Bank for The Mind and Heart of the Negotiator, 5th Edition by Leigh Thompson
-
Test Bank for The Mind and Heart of the Negotiator, 5th Edition by Leigh Thompson
-
OBS 220 chapter 3-4 notes
Seller
Follow
bradleysmith1
Reviews received
Content preview
CRAM OBS 220 Sunday, 29 August 2021Please Note: These notes have been compiled from various academic sources and they do not
represent the ideas of the maker but rather those of the academic authors. All credit is due to
the authors of such academic material and no CRAM note maker will take credit for such
material. These materials should also not be used as a single source of study material for tests
and exams but rather as a means to make the prescribed academic work more understandable
and reasonable.
These notes were compiled from: The mind and the heart of the negotiator (sixth edition) by
leigh L. thompson
1 CRAM Quality Information, Quickly.
, CRAM OBS 220 Sunday, 29 August 2021
OBS220
CHAPTER 1: Negotiation, the mind and the heart.
Negotiation defined:
Negotiation:
Process of interaction between parties directed at reaching some sort of agreement
that will hold, despite widely dividing differences and based upon common ground
and the creation of alternatives.
- Key communication and influence tool.
- Interpersonal decision-making process necessary whenever we cannot
achieve our objectives.
- About relationship and trust.
Types of negotiations:
- Integrative (win-win)
- Distributive (win-lose)
- Destructive (lose-lose)
Core management competency:
1. Dynamic nature of business:
Renegotiate existence in a firm. Create possibilities, integrate interests with others
and recognize competition.
2. Independence:
Work across business units.
3. Economic forces:
Focus on minimizing losses.
4. Information technology
5. Globalization:
Cross-cultural boundaries.
2 CRAM Quality Information, Quickly.
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller bradleysmith1. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $3.01. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
76202 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now