Artful Negotiation Assessment

Artful Negotiating Assessment In the video, Artful negotiating with Herb Cohen, Herb Cohen gives his audience his personal and professional views on successful negotiation techniques, strategies and processes. (Cohen, H., Weiner R., & Meyer, S, 1989). Cohen et al. (2015) use several analogies and examples to further the understanding of the negotiation process. During the video, Cohen et al. explains that “negotiation tends to be a process…that negotiation begins we don’t realize it begins and it’s not over when it’s over”. The concept that negotiation is a process is comparable to the textbook, Negotiation: Readings Exercises and Cases. Some of the negotiation tactics mentioned in the video are similar to those found in the textbook.
The Game Plan and Field Analysis …show more content…
How do you win? First, you have to have a game plan. Cohen et al. 2015 suggests that you need to have a game plan and that negotiation should be seen as a game. The game plan is similar to the social context of negotiation assessment found in the text book (Lewicki, Barry & Saunders, 2015). Lewicki et al. (2015) explains one way of the assessment through the use of field analysis negotiation. A series of questions are used to assess the parties/players in this assessment. One of the questions asked is “Who is, or should be, on my team on my side of the field?” (Lewicki et. al., 2015, p.137). Therefore, if negotiation is a game, you need to know what players you have and what will be the desired outcome of the