CRAM OBS 220 Sunday, 29 August 2021
Please 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.
Please 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.
