Questions and Answers
Negosiasi terintegrasi adalah jenis negosiasi yang mana?
Menguntungkan kedua belah pihak
Apa yang harus dilakukan sebelum negosiasi?
Mengumpulkan informasi dan menentukan tujuan
Gaya negosiasi kompetitif adalah gaya yang mana?
Asertif, orientasi tujuan
Taktik negosiasi ' anchoring' adalah?
Signup and view all the answers
Apa yang penting dalam negosiasi lintas budaya?
Signup and view all the answers
Apa tujuan dari negosiasi?
Signup and view all the answers
Match the following negotiation strategies with their descriptions:
Signup and view all the answers
Match the following negotiation phases with their descriptions:
Signup and view all the answers
Match the following negotiation skills with their descriptions:
Signup and view all the answers
Match the following negotiation tactics with their descriptions:
Signup and view all the answers
Match the following negotiation challenges with their descriptions:
Signup and view all the answers
Match the following negotiation types with their descriptions:
Signup and view all the answers
Study Notes
Definition and Importance of Negotiation
- Negotiation: a communication process between two or more parties to reach a mutually beneficial agreement
- Importance: essential in personal and professional settings, helps build relationships, resolve conflicts, and achieve goals
Types of Negotiation
- Distributive negotiation: one party's gain is at the expense of the other (e.g., buying a car)
- Integrative negotiation: collaborative, finding a mutually beneficial solution (e.g., business partnership)
- Principled negotiation: focuses on interests, not positions; separates people from the problem
Negotiation Strategies
- Pre-negotiation:
- Research and prepare
- Identify goals, limits, and alternatives
- During negotiation:
- Active listening
- Ask open-ended questions
- Make a strong first offer
- Use time to your advantage
- Concession strategies:
- Separate issues, not people
- Make small concessions
- Use objective criteria
- Be willing to walk away
Negotiation Styles
- Competitive: assertive, goal-oriented
- Collaborative: cooperative, relationship-oriented
- Avoidant: passive, conflict-averse
- Accommodating: yielding, people-pleasing
- Compromising: finding a middle ground
Negotiation Tactics
- Anchoring: making an extreme initial offer to set the tone
- Bait and switch: offering something desirable, then taking it away
- Good guy/bad guy: using a team to play on emotions
- Take it or leave it: presenting a "final" offer
Cross-Cultural Negotiation
- Understand cultural differences in communication styles and values
- Be aware of nonverbal cues and body language
- Adapt to different negotiating styles and expectations
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.