- universal practice (i.e. agendas, bargaining, power persuasion)
- how/technique – is related to culture (bargaining behavior, transaction evaluation, resolving conflict, making tradeoffs)
Bring our own experiences as negotiators to the process.
Have our own theories about success.
Becoming a better negotiator is about understanding where you come from and improve your performance.
- Self-assessment
- Identification of applicable skills
- Putting ideas into practice
Awareness needed
- Awareness of context and environment
- Awareness of process and structure
- Stages of development
- Agendas and creation
- Physical setting
- Time resources
- Roles
- Sub-activities
- Communication exchange and evaluation
- Argumentation and persuasion and relationship making
- Self-awareness of one’s own individual behavior
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