Thompson (2011) describes “as an interpersonal decision-making process necessary whenever we can’t achieve our objectives single-handedly”.
Negotiation
25
Internal negotiation factors (3)
Information & preparation, Scenery & time and Personality
15
(I.F.) It is a important factor before negotiating: each party should focus on the investigation of data, facts, trends, calculations, projections, strengths and weaknesses (both, own and the other party).
Information & preparation
15
(I.F.) Anyone who chooses a family or friendly site for himself will have an advantage. Internal factor
Scenery & time
15
(I.F) The adaptability, patience, kindness, humor, control of emotions, silence can be decisive to close a deal.
Personality
15
Negotiation External factors (4)
Financial & Political environment, Technological advances, Socio-cultural elements and Environment
15
(E.F.) Especially the Energy Industries and companies dependent on supply chains and distribution of goods, merchandise and products; are at the mercy of :
Enviroment
15
(I.F.) Before negotiating, each party should focus on the investigation of data, facts, trends, calculations, projections, strengths and weaknesses (both, own and the other party)
Information & preparation
15
(S.N) Move psychologically toward their opponents, seek reasonable results
Cooperative/problem-solving
15
(E) Involves the ability to recognize, understand and manage one's own and others' emotions
Emotional intelligence
20
(9NS) You try to make the other negotiator believe that you have left of thinking about the matter when in reality it is not like that.
Timely departure
15
(S.N.) Move psychologically against their opponents, seek extreme results
Competitive / adversarial
15
(9SN) Let the counterparty enjoy the good or service that is being offered, so that they are convinced that the price they are paying is reasonable
The dog
20
(9SN) Both parties are actively participating, an incredible synergy is created with such teamwork
Active participation
15
(E) An individual who tends to be attractive, persuasive, and able to establish emotional connections with others.
Charisma
15
(9SN) This strategy involves the use of surprise or distracting tactics to divert the other party's attention during the negotiation