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Successful negotiations. Develop your personal strategy for negotiating.

E Brooks, L H Anderson

    Clinical Laboratory Management Review : Official Publication of the Clinical Laboratory Management Association
    |April 8, 1995
    PubMed
    Summary
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    Develop a personalized negotiation strategy for managers by understanding individual personality and objectives. This guide offers 12 rules and insights into power, skill, and timing for successful negotiation outcomes.

    Area of Science:

    • Management Science
    • Organizational Behavior
    • Negotiation Studies

    Background:

    • Effective negotiation is crucial for managerial success.
    • Managers require tailored strategies aligning with personal attributes and goals.

    Purpose of the Study:

    • To guide managers in developing a personalized negotiation strategy.
    • To identify key elements influencing negotiation effectiveness.

    Main Methods:

    • The article outlines 12 rules for personal strategy development.
    • It defines and analyzes the components of power, skill, and timing in negotiations.

    Main Results:

    • A framework for creating individualized negotiation approaches is presented.
    • Understanding the interplay of power, skill, and timing enhances negotiation outcomes.

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    Conclusions:

    • Managers can improve negotiation success by adopting personalized strategies.
    • Strategic application of power, skill, and timing is essential for effective negotiation.