Negotiations in Corporate World
- Dealing with people is probably the biggest problem you face, especially if you are in business. There
are different people around us like:
are different people around us like: Procrastinator
Explosive
Rigid
Self-Important
Untrustyworthy
Antagonist
Dampener
Extrovert
If one can have capability of dealing with these people, they can persuade anyone.
- A person's decision making style derives from four psychological states. One of these is the dominat function (S, N, T or F) and it is usually paired with one of the two from the opposite functions, so that it is a combination of the two preferences. The four types are:
Sensing - Thinking
Sensing - Feeling
Intuitive - Feeling
Intuitive - THinking
- Many negotiatiors make the mistakes of confusing the deal with the broader relationship. To improve a strained relationship or to gain a price concession, they may threaten to terminate the relationship. But such an approach almost backfires. This may lead to undermine both deal as well as relationship. The best approach is to separate the deal from the relationship. When the negotiator don't feel as though they need to trade the quality of the relationship for the terms of each individual deal, they exchange information more freely and become more creative and collaborative in their discussion. that leads both to more valuable deals and stronger relationship
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