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In the last two posts I discussed aspects of services in the context of some landscaping work that I’m having done. This is clearly what many people would call a “non-IT example.” I often use similar examples in my classes. However, I might initially describe an example that seems unrelated to IT, but will conclude with a challenge to students. That challenge is, “identify the IT in this example.” The truth of the matter is that most businesses these days are underpinned by some form of information technology. In fact, technology has become so ingrained into everyday services that often even the service providers themselves don’t realize how technology supports their business.
Negotiation is a dialogue intended to resolve disputes, to produce an agreement on courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution. This white paper focuses primarily on the negotiation process, different negotiation styles, and the various elements of communication that affect the outcome, including: Negotiation Communications, Constructive Questioning, Communication Obstacles (and overcoming those obstacles), Challenging Negotiation Situations and "Traps," and, finally, completing Successful Negotiations, a.k.a. "Getting to Yes"