Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
2008
Date
3. Strategies,
Techniques and
Tactics of
Presentation Title
Negotiations
International Negotiation, Cosmin Joldes
The Faculty of International Business and Economics
ASE Bucharest
Date
Summary
1.
2.
3.
4.
5.
6.
Definitions
Strategies
Techniques
Tactics
Manipulation techniques and stratagems
Presentation Title
Date
1. Definitions
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
5. Manipulation techniques and stratagems
Presentation Title
6. Maneuvres and stratagems combinations
Date
2. Strategies
Major strategic options:
2 main approaches
Presentation Title
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
5. Manipulation techniques and stratagems
Presentation Title
6. Maneuvres and stratagems combinations
Date
3. Techniques
New approach
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
5. Manipulation techniques and stratagems
Presentation Title
6. Maneuvres and stratagems combinations
Date
4. Tactics
3 main categories:
I.
Date
Promise
Recommendation
Reward
Positive normative appeal
Threat
Presentation Title
Warning
Imperative
Negative normative appeal
Date
Creativity appeal
aggressiveness
Date
Presentation Title
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
5. Manipulation techniques and stratagems
Presentation Title
6. Maneuvres and stratagems combinations
Date
Presentation Title
Date
Presentation
Title
Extreme demands technique
(high) =
firstly asking for important
concessions (impossible to be accepted / offered) and then decreasing your
demands
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
5. Manipulation techniques and stratagems
Presentation Title
6. Maneuvres and stratagems combinations
Date
a)
b)
c)
Presentation Title
Date
Title
Date
Presentation Title
Date
Date
Summary
1. Definitions
2. Strategies
3. Techniques
4. Tactics
5. Manipulation techniques and stratagems
Presentation Title
6. Maneuvres and stratagems combinations
Date
Thank you!
Presentation Title
01/27/16
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