O'Reilly logo

Interpersonal Negotiations by Len Leritz

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

4Identify and Remove the Blocks

image

Learning Objectives

By the end of this chapter, you should be able to:

•   List the four categories of blocks that may arise during negotiations.

•   State the seven criteria for knowing when to focus on resolving relationship conflicts.

•   List three criteria for effective negotiating processes.

•   State three reasons why applicable criteria may become a block in your negotiations.

NEGOTIATING EQUALS REMOVING BLOCKS

Negotiating is a process of removing blocks. Negotiating is what we do to get what we need from others. If there are no blocks, then there is nothing to negotiate. Identifying and removing blocks ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required