- How to Persuade. - Negotiating the Agenda. - Opening Stance. - Agenda Framing. - Moves others from one view or course of action to another, more desirable . - Person chooses to adopt a new view or take a different course of action. - Step 1: Establish the agenda. - Establish or set the agenda. - Lead with agreement agenda when conflict is anticipated and fear relationship might be . - Lead with most challenging issue when confident you can handle the conflict. - Identify the issues the other side is likely to concede . - Identify the issues on which they are likely to hold firm. - Important to plan exactly what will be said and how each issue will be . - Step 4: Allocate time to issues. - Identify the amount of time allocated for the entire negotiation. - Allocate time to issues. - Negotiating the Agenda. - Review agenda – “draft” or . - Avoid confrontation over the agenda. - Invite revisions if you anticipate some oppositions to the agenda. - Opening Stance. - Depends upon the stance of the other side. - Agenda Framing. - negotiators present options to influence their counterpart’s choices. - Skillful negotiators know how to establish frames and prepare in advance
Xem thử không khả dụng, vui lòng xem tại trang nguồn hoặc xem
Tóm tắt