How You Learn to Successfully Negotiate

Marc O. Opresnik
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Marc O. Opresnik: Luebeck University of Applied Sciences

Chapter 1 in The Hidden Rules of Successful Negotiation and Communication, 2014, pp 1-11 from Springer

Abstract: Abstract 1. Negotiation is your daily business. You do it day in, day out. 2. Negotiations are basically found in three areas: conflicts, relationships, transactions. 3. We talk in the classical sense of “negotiation” when persons or parties pursue different interests and communicate with each other to reach an agreement. 4. The zone of agreement in the field of negotiation is referred to as the ZOPA (Zone of Possible Agreement). 5. For assessing the success of a negotiation, it is necessary to know its best alternative to negotiated agreement (BATNA) and of course to also know about the other party’s. 6. The biggest mistakes that you can make while negotiating are: exerting pressure, lack of flexibility, aggression, compliance and inadequate preparation.

Keywords: Negotiate Agreement; Inadequate Preparation; Cooperative Negotiation; Negotiation Style; Distributive Negotiation (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-06194-8_1

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DOI: 10.1007/978-3-319-06194-8_1

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