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Tổ chức này vai trò quản lý liên quan đến nguồn lực con người và vốn pha trộn trong một cấu trúc chính thức. Người quản lý sẽ phân chia và phân loại hoạt động bằng cách xác định những nhiệm vụ cụ thể cần được thực hiện để hoàn thành một tập hợp các mục tiêu. | Negotiation 73 PRIMARY GOAL OF NEGOTIATION Negotiation is like neither a game nor a war. It is about cooperation and signing an agreement that makes both parties feel that they have been successful. The primary goal of effective negotiation should be to achieve a deal that both parties can live with and that accomplishes your goals without making the other party walk away from the deal or harming a valuable relationship. Basically the whole point of negotiating with someone is to get something better than what you would get without negotiating. NEGOTIATION STYLES There are two main types of negotiation styles hard and soft. Hard bargaining is also referred to as positional aggressive contending or competitive bargaining and soft bargaining is synonymous with relational or cooperative bargaining. Hard Bargainers In a nutshell hard bargainers want to be victorious and are willing to jeopardize relationships to accomplish their goal of winning. While this negotiation style eliminates the need to make concessions it also increases the likelihood that the other party will walk away resulting in no agreement and that the relationship will be severed or severely damaged. Hard bargainers consider satisfying the other party s needs only if it helps to accomplish their goals and objectives. They tend to withhold important information purposely provide incorrect bottom-line figures and embellish facts. As a result of their sometimes deceptive behavior they tend to distrust the other party. Other traits displayed by hard bargainers are their inflated demands and threats impatience pressure tactics and insistence on their own positions. Because this approach involves little to no preparation it is used by many negotiators. However this negotiation style usually does not yield the best results because it alienates the opposing party and leaves them dissatisfied with the outcome. Before deciding TLFeBOOK 74 PEOPLE MANAGEMENT AND POLICY to use this approach serious consideration .