negotiation - software craftsmanship 20141120
TRANSCRIPT
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NegotiationNegotiationSimon Guimezanes –
Software Craftsmanship - 20/11/2014
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ISBN: 978-0-470-75008-7
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Model – View - Controller
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People – Problem - Process
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Structuring principlesStructuring principles
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Trumps for preparationTrumps for preparation
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Trumps for preparationTrumps for preparation
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Typical Negotiation Typical Negotiation SequenceSequence
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◦ The other party is pleased (Reputation is key !)◦ The deal is better than the Solutions Away from the
Table◦ Negotiators are able to provide justifications for
stakeholders◦ The deal is sustainable◦ The deal can be implemented by the organizations◦ The deal is in line with motivations◦ The deal is within the mandate
How to know a deal is a good How to know a deal is a good deal?deal?
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Usual bargaining tacticsUsual bargaining tactics
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