Unit 4 – The Negotiation Process
Reprinted with permission from www.stus.com.
Unit 4 introduces skills and techniques used in negotiation. It addresses the steps required in preparing for negotiation, skills used in negotiation itself, and the qualifications of a “good” negotiator. This unit also describes how to gain and use power to negotiate one’s goals, and provides examples to evaluate your own negotiating skills.
When you have completed Unit 4, you should be able to achieve the following learning objectives.
Alfredson, Tanya, & Cungu, Azeta, (January 2008). Practical steps to integrative bargaining: The seven elements of principled negotiation. In Negotiation theory and practice: A review of the literature. EASYPol online resources for Policy Making, Food and Agriculture Organization of the United Nations, 18–25.
Dugan, Máire A. (June 2003). Power. Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.
Ebner, Noam. (2014). Analytical preparation for negotiation: A checklist. Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution.
Maiese, Michelle. (August 2004). Interests, positions, needs, and values. Beyond Intractability. Guy Burgess & Heidi Burgess (Eds.). Conflict Information Consortium, University of Colorado, Boulder.