Discuss five negotiation skills of successful negotiators, Managerial Economics

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QUESTION 1

Negotiating skills remain a critical capability for procurement practitioners. Skilled negotiators have the potential to improve the negotiating outcome. Procurers often lead a negotiating panel or play a crucial role in teams. Successful negotiators adopt a systematic approach to negotiation.

Required

(a) Discuss five important negotiation skills of successful negotiators.

(b) Discuss the main activities undertaken at different phases of a typical contract negotiation process.

QUESTION 2

Explain the importance of non-verbal communications during negotiation.

QUESTION 3

Discuss five methods of persuasion in negotiation and explain one advantage and one disadvantage of each method.

QUESTION 4

Compare and contrast the integrative negotiation strategy with a distributive approach.


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