IBC Chapter 4 by Tran Nhat Minh K17 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv en-us 2023-06-19 15:34:30 UTC 2023-06-23 01:16:03 UTC hello@padlet.com The Flow of Negotiations minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630247528 2023-06-22 15:31:26 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630247528 Negotiation proceeds through distinct phases or stages minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630248382 2023-06-22 15:32:52 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630248382 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630251198 2023-06-22 15:37:37 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630251198 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630251272 2023-06-22 15:37:47 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630251272 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630251408 2023-06-22 15:38:00 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630251408 Key Steps to an Ideal Negotiation Process minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630255637 2023-06-22 15:45:39 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630255637 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630256260 1. Preparation
– What are the goals?
– How will I work with the other party?]]> 2023-06-22 15:46:53 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630256260 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630256512 2 Relationship building
– Understanding differences and similarities
– Building commitment toward a mutually beneficial set of outcomes]]> 2023-06-22 15:47:24 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630256512 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257135 3 Information gathering

– Learn what you need to know about the issues]]> 2023-06-22 15:48:25 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257135 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257456 4 Information using

– Assemble your case]]> 2023-06-22 15:49:03 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257456 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257594 5 Bidding
– Each party states their “opening offer”
– Each party engages in “give and take”]]> 2023-06-22 15:49:20 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257594 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257952 6 Closing the deal 

– Build commitment]]> 2023-06-22 15:49:56 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630257952 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630258119 7 Implementing the agreement]]> 2023-06-22 15:50:15 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630258119 Getting Ready to Implement the Strategy: The Planning Process minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630259087 2023-06-22 15:52:12 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630259087 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630259367 • Know your limits and alternatives]]> 2023-06-22 15:52:49 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630259367 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630259565 • Set your objectives (targets) and opening bids (where to start)
– Target is the outcome realistically expected
– Opening is the best that can be achieved]]> 2023-06-22 15:53:13 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630259565 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630260052 • Assess constituents and the social context of the negotiation]]> 2023-06-22 15:54:09 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630260052 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630513231 qwdq]]> 2023-06-23 00:41:40 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630513231 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630517261 • Assemble the issues and define the bargaining mix]]> 2023-06-23 00:45:20 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630517261 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630517621 2023-06-23 00:45:47 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630517621 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630518256 2023-06-23 00:46:30 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630518256 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630518387 2023-06-23 00:46:42 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630518387 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630531840 • Define the issues]]> 2023-06-23 01:02:58 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630531840 Defining the Negotiating Goal minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630532366 2023-06-23 01:03:33 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630532366 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630532743 2023-06-23 01:03:59 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630532743 Defining the Major Issue Related to Achieving the Goal minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630533401 2023-06-23 01:04:42 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630533401 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630536927 In any negotiation, a complete list of the issues at stake is best derived from the following sources: 
1. An analysis of all the possible issues that need to be decided. 
2. Previous experience in similar negotiations (e.g., buying your fifth house versus buying your first). 
3. Research conducted to gather information (e.g., study the neighborhood, have the 
house inspected, or read up on how to buy a house). 
4. Consultation with experts in that industry (real estate agents, mortgage lenders, attorneys, home repair experts, or friends who have bought a house recently).]]> 2023-06-23 01:08:41 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630536927 Assembling the Issues, Ranking Their Importance, and Defining the Bargaining Mix minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630538110 2023-06-23 01:09:56 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630538110 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630541560 The bargaining mix is the combination of lists from both sides in a negotiation, affecting success and lengthening negotiations. It's crucial to consider all possible combinations and avoid overemphasizing issues.]]> 2023-06-23 01:13:33 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630541560 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630542492 Prioritization includes two steps:]]> 2023-06-23 01:14:34 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630542492 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630542769 2023-06-23 01:14:53 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630542769 minhtnhs176061 https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630543083 2023-06-23 01:15:14 UTC https://padlet.com/minhtnhs176061/okxkwbfyur4x3zsv/wish/2630543083