Evaluating Negotiations

A systematic, quantitative method for assessing status and performance.

Summary

The author introduces the PRODUCTIVE Negotiation Assessment Method, a systematic and rigorous evaluation process that enables negotiators to focus on key issues or identify and improve areas where they have not performed best in the past. Users can apply the method to isolated negotiations or the entire negotiation functions of departments or companies.

Data

Subjects covered in this report include:

How the PRODUCTIVE Negotiation Assessment Method works.

How to apply the method before, during, and after negotiations.

Using numerical scoring systems to evaluation negotiations.

Tabulating and graphically displaying evaluation scores.

Categorizing negotiation issues within the PRODUCTIVE framework.

Systematically assessing negotiation issues.

Reasons to Buy

Provides a systematic method for monitoring the status and assessing performance of a negotiation at any given point in time as structured (digital) data.

Date Published

2001
Author: David Wood; David Wood & Associates

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