Theory refresher - negotiation
Taught by Louise Setton · AI tutor support included
You’ll learn how to approach negotiation for the CIMA E1 Managing Finance in a Digital World syllabus, with a focus on the Core activity E requirement to manage internal and external stakeholders.
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In this lesson
- 0:00 Core Activity E Introduction
- 1:09 Negotiation Scenarios In Woodbridge
- 6:07 Four Stages Of Negotiation
- 10:54 Interests And Bargaining Power
- 12:02 Competitive And Collaborative Approaches
- 17:29 Preparing For Negotiation
- 30:26 Why Preparation Matters
- 31:06 Worked Tree Negotiation Example
About this lesson
The lesson explains the four stages of negotiation—preparation, opening, bargaining and closing—and how to identify each party’s interests, bargaining power, concessions and alternatives in an exam answer. You’ll also explore competitive and collaborative negotiation strategies, using Woodbridge case study examples involving restaurant franchisees, commercial tree growers and supermarket suppliers. This will help you apply a structured negotiation process to unfamiliar scenarios and understand when to use it in the Management Case Study exam.
Duration: 35m
Transcript
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