October 2000
Intermediate to advanced
378 pages
14h 47m
English
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Motivation-Approach-Emotion
The rest of this chapter focuses on three key dimensions of bargaining style: motivation, approach, and emotion. Our view is that basic motivations, such as self-interest or competition, drive behavior in negotiations, and that a negotiator can approach a negotiation with a focus on interests, rights, or power. Finally, the negotiator's emotions (or lack thereof) is also a type of bargaining style.
We will review each dimension and profile negotiators that characterize each style. Your job is to do an honest self-assessment of what your current negotiation style is. Chances are—if you are like most people—you will see your style as a little bit of each dimension, dependent upon the situation. However, most people tend ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.