Trust, Information, Power, Options

This category of negotiations focuses on interests, not positions. It's considered Win-Win. Information & power is shared between parities.

You may not get everything you want, but a solution is needed, and the people and task are similar or equally important.

Trust has a direct impact on this. Depending on the level of trust you have for you Opposite will impact the quality/quantity _______ you receive, as well as the validity.

WHO, STAKES, & SITUATION impact.
How has the above impacted your negotiations?

Am I willing to negotiate? Is the time right to negotiate? These questions, among others, should be considered prior to negotiation.

Focuses on Interests, not Positions.
Task and Relationship is very important.

Avoiding engagement or negotiations.
Not ready or ripe.

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How you use all three aspects, (Trust, Information, Power) will determine the range of potential ______ to pick from in order to solve a problem.

TASK & PEOPLE ORIENTATION importance.
Why is it important to consider the task and who you are dealing with prior to selecting a negotiations strategy?

Before selecting a negotiation style, determine if the task is more critical than relationship or if the relationship is more critical than the task, or if both is equally important?

This is what I want. What do they want?
Why do I want what I want? Why do they want what they want?
This is when I'll walk away. When they will walk away?

Preservation of the relationship is more important than the task. Normally results in lose-win situation.

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To have _____ in the process or in the person helps facilitate more effective communication and potentially more effective options, it's the foundation.

TIPO application.
What is an example of how you've seen the TIPO Model used?

Comply, Insist, Settle, Cooperate, Evade Strategies

This category of negotiations is considered Win-Lose. Opposites are considered adversaries and you are constantly applying pressure to achieve your desired results.

Task oriented all the way. You must obtain your Position, regardless of the other parties interest(s) or what it does to the relationship.

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Trust and Information have a direct impact on this. Depending on the level of trust, the type and quality of information you receive, will impact how much or which ______ you resort to using to continue negotiations.

NEGOTIATION importance.
Why is it important to negotiate?

Deciding which negotiation strategy use? It's important to consider:
Who you are negotiating with & if you need to maintain the relationship.
How important or unimportant is the current situation to you?
Do you need to make a decision now, or do you have some time?

Develop a list of ideas and/or option proposals.
Both parities select & agree on an idea/option that was presented.

Advantage: Both parties work together as a team to reach an agreement.
Disadvantage: It takes time to build a trusting relationship and you may have the time to waste.

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