NEGOTIATION
In negotiation, why do you borrow innovative deal terms? Explain. (p. 10) What are Robert’s Rules of Order? Explain. (p. 12) What is the decision-making tool that generates more legitimacy for a group recommendation? Explain. (p. 13) How do you convene the group in consensus building? Explain. (pp. 13-14) Topics: Pages: 10-14 Activity 1: Group 4 Source: Shonk, K. and Susskind, L. (2019) Managing multiparty negotiations, Harvard Law School. Program on Negotiation (PON). Available at: https://www.pon.harvard.edu/freemium/managing-multiparty-negotiations/ (accessed 9 June2021). How do you clarify responsibilities in consensus building? Explain. (pp. 14-15) How do you deliberate and brainstorm in consensus building? Explain. (p. 15) How do you reach a decision in consensus building? Explain. (p. 16) How do you implement the decision in consensus building? Explain. (pp. 16-17) Topics: Pages: 14-17 Activity 1: Group 5 Source: Susskind, L., Diekmann, K.A., Galinsky, A.D., Sebenius, J.K. et al. (2019) Getting the deal done, Harvard Law School. Program on Negotiation (PON). Available at: https://www.pon.harvard.edu/freemium/getting-the-deal-done/(accessed 9 June 2021). What makes someone a good negotiation coach? Explain. (pp. 4-5) How can “consider the opposite” impact your negotiations? Explain. (p. 5) When preparing to negotiate, why should you remove your opponent’s personality from the equation? Explain. (p. 6) When negotiating, why should you align your behavior with your forecasts? Explain. (p.6) Topics: Pages: 4-6
DEVELOPING GLOBAL COMPETENCIES FOR LIFELONG LEARNING | CHAPTER NINE
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