This week’s topics
Negotiation skills and commercial balance
- Principles of effective negotiation
- Achieving win-win outcomes
- Balancing customer needs against profitability
- Managing organizational constraints
- Margaret Neale: Negotiation: Getting What You Want
- Distributive vs. Integrative Bargaining - Organizational Psychology Lecture 15.7
- Lec 47 - Types of Relationships in B2B Markets & Customer Profitability
- Managing conflict
What you will be able to do
- 3.2 Explain how to negotiate effectively.
- 4.2 Explain how to balance the needs of customers with those of a business.
Activity
Start with this week’s 4 videos, then: Seminar, guided reading and a short written task: explain how to negotiate effectively.
Study materials
Videos
- Margaret Neale: Negotiation: Getting What You Want · YouTube · Stanford Graduate School of Business · 25 min · for registered students
- Distributive vs. Integrative Bargaining - Organizational Psychology Lecture 15.7 · YouTube · Professor Q · 4 min · for registered students
- Managing conflict · Oak National Academy, Key Stage 3 (lower secondary level) · for registered students
Further resources
- Organizational Behavior, ch. 14.4: Negotiation behaviour · PDF · OpenStax, textbook chapter; pp. 406–422 · for registered students
- Principles of Marketing, ch. 11.2: Service-profit chain and service triangle · PDF · OpenStax, textbook chapter; pp. 379–385 · for registered students
- Increasing Integrative Negotiation in European Organizations Through Trust · Reading · Reading, article · for registered students
Materials marked “for registered students” open in the student portal, which is set up as soon as you receive final acceptance.
