Thompson (2011) describes “as an interpersonal decision-making process necessary whenever we can’t achieve our objectives single-handedly”.
Negotiation
Internal negotiation factors (3)
Information & preparation, Scenery & time and Personality
(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
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