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  2. Negotiation - Wikipedia

    en.wikipedia.org/wiki/Negotiation

    Due to different cultural lenses negotiation style differ worldwide. [39] [40] These differences comprise among others how the parties exchange information, the use of different strategies, conceptions of the nature of negotiation, the use of power, the use of options. Negotiations as they are often taught and used by practicionners in "Western ...

  3. Negotiation theory - Wikipedia

    en.wikipedia.org/wiki/Negotiation_theory

    Different patterns were also found for interest-based, cognitive-based, and values-based conflicts [5] and between domestic and international negotiations. [6] Turning points are also analyzed in relation to negotiation crises or disruptions in the flow of the talks.

  4. Mutual Gains Approach - Wikipedia

    en.wikipedia.org/wiki/Mutual_Gains_Approach

    The Mutual Gains Approach (MGA) to negotiation is a process model, based on experimental findings and hundreds of real-world cases, [1] [2] [3] [4] [5] [6] that lays ...

  5. Best alternative to a negotiated agreement - Wikipedia

    en.wikipedia.org/wiki/Best_alternative_to_a...

    In negotiations involving different cultures, all parties need to account for cultural cognitive behaviours and should not let judgments and biases affect the negotiation. The individual should be separate from the objective. [3] The purpose here, as Philip Gulliver mentions, is for negotiation parties to be aware. [9]

  6. Wikipedia:Negotiation - Wikipedia

    en.wikipedia.org/wiki/Wikipedia:Negotiation

    The basics of negotiation are: [1] Purpose: Without aim, negotiation will lead to wastage of resource, money and time. Plan: It is necessary to make a plan before going for actual negotiation; Without planning, negotiation will fail. Pace: Negotiators try to achieve agreements on points of the negotiations before their concentration reduces.

  7. Strategic Negotiations - Wikipedia

    en.wikipedia.org/wiki/Strategic_Negotiations

    Strategic Negotiations: A Theory of Change in Labor-Management Relations, a 1994 Harvard Business School Press publication, is a book on negotiation by the authors; Richard E. Walton, Joel Cutcher-Gershenfeld, and Robert McKersie. [1] The book explains concepts and strategies of negotiation to the reader.

  8. Bargaining - Wikipedia

    en.wikipedia.org/wiki/Bargaining

    Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants.

  9. Multiple Equivalent Simultaneous Offers - Wikipedia

    en.wikipedia.org/wiki/Multiple_Equivalent...

    According to professors Victoria Husted Medvec (from Northwestern University) and Adam Galinsky (from Columbia University), three equivalent offers can be a good strategy; “they describe a software company that began initiating in financial negotiations by presenting three equivalent software packages to its clients at once: for example, a $1 ...

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