University of Oklahoma
MGT 5712 - Negotiation and Leadership
Negotiation Development Plan
Author: Li Shang
Instructor: Bret Bradley, PhD
8 October 2014
Nowadays, the ability of good negotiation has been more and more important for us. No matter what your jobs is, where you are, negotiation seems to be everywhere in our daily life. For example, if you want to buy a car, you need to negotiate the price with the dealer. If you want to go for a vacation, you need to negotiate where to go with your family members or friends. There are thousands of examples like this. As for me, I'm very curious about negotiation because in my opinion, everyone has the ability to negotiate on something. Why shall we study this class-Negotiation and Leadership? What can I learn from this class? Is the knowledge that I've learnt from this class useful for me in the future?
With all kinds of questions like these, I began to study this class two months ago from Professor Bret Bradley, who is a great teacher.
I think I've really learnt a lot from this class. Lots of my previous questions have been answered. I will talk about more in the following paragraphs.
In this part, I will talk about the essential elements of an effective negotiation. What is required of an effective negotiator? What behaviors must effective negotiators exhibit? In other words, if I were asked to present a lecture to, my MBA colleagues about effective negotiations, what would I say?
According to what I've learnt from the Shell's book, "Bargaining for Advantage", there are six foundations of effective negotiation. The first one is your bargaining style. There are totally 5 different bargaining styles, avoiding, compromise, accommodation, competitive, collaborative or problem-solving. People often have different...