Posts tagged Distributive Negotiation

Organisations must be Negotiation Ready!

“Where do we start?” The strategic direction of organisations are most effective when solving problems or leveraging opportunities.

Over the last few years, around the world, I’ve been fortunate to have researched and delivered some negotiation workshops on how and why organisations need to develop teams of negotiators and not just individual stars.

Negotiation, Stephen KozickiStephen Kozicki5 March 2019Negotiation, Focus, Teams, Distributive NegotiationComment

How can you expand the size of the pie in negotiations?

To make a decision in a negotiation you need to understand what will satisfy you and what you need to do to satisfy the needs and interests of the other party. Do they value the process of expanding the pie or are they fixed on a single outcome?

Negotiation, Stephen KozickiStephen Kozicki28 July 2017Negotiation, Fixed-Pie, Substantive Issues, Distributive Negotiation, Integrative Negotiation, Problem Solving, CompetitionComment