New Recruit Negotiations

recruiter candidate - MIT OpenCourseWare

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Joint Points Earned

20

10

0

Std. Dev = 2301.00

Mean = 10330.4

N = 46.00

5000.0 7000.0 9000.0 11000.0 13000.0

6000.0 8000.0 10000.0 12000.0

SUMTOT

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Joint Points Earned 20 10 0 Std. Dev = 2301.00 Mean = 10330.4 N = 46.00 5000.0 7000.0 9000.0 11000.0 13000.0 6000.0 8000.0 10000.0 12000.0 SUMTOT

What Influences How Value is Created in Negotiation? • Testing the ―Fixed Pie‖ Assumption • Understanding your & other’s Interests • Communication & Information Sharing • Brainstorming/Generating Options • Concern for Current/Future Relationship

Page 1 and 2: New Recruit Negotiations People and
Page 3 and 4: Distributive Bargaining Negotiating
Page 5 and 6: What Influences How Value is Distri
Page 7 and 8: Overseas Transfer Compatible-Integr
Page 9 and 10: Integrative Bargaining Creating Val
Page 11: Individual Points Earned 10 16 8 14
Page 15 and 16: Tips on PREPARING for a Negotiation
Page 17 and 18: Summing Up • Prepare, Prepare, Pr
Page 19: MIT OpenCourseWare http://ocw.mit.e

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