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How You Learn to Successfully Negotiate

In: The Hidden Rules of Successful Negotiation and Communication

Author

Listed:
  • Marc O. Opresnik

    (Luebeck University of Applied Sciences)

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.

Suggested Citation

  • Marc O. Opresnik, 2014. "How You Learn to Successfully Negotiate," Management for Professionals, in: The Hidden Rules of Successful Negotiation and Communication, edition 127, chapter 1, pages 1-11, Springer.
  • Handle: RePEc:spr:mgmchp:978-3-319-06194-8_1
    DOI: 10.1007/978-3-319-06194-8_1
    as

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