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14 Cards in this Set
- Front
- Back
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Neotiation
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give and take decision making process involving interdependent parties w/different preferences
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Distributive Negotiation
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single issue
fixed-pie win-lose ex. haggling on the street with a vendor |
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Integrative Negotiation
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More than one issue--broadening the pie--win win
ex. buying a house, or buying a car |
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BATNA
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Best alternative to a negotiated agreement
if you cant reach a settlement what are you left with? i.e. if you have a job offer already lined up with another company than the one you're interviewing with--if you can't come to terms with the company you're in discussions with, the job offer you've already secured is your BATNA |
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Reservation Price
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reservation point
resistance point bottom line <b>walk-away point usually closely linked to your BATNA |
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Bargaining Zone
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zone of positive agreement
--Range of negotiated outcomes that are acceptable to all parties |
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Aspiration Price
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target, goal
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Integrative Outcomes
review slides |
Compatible issues
Integrative issues distributive issues |
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Defining Negotiation Strategies
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How to claim value
try to determine other partys REservation price and goal push for settlement close to other party's reservation price influence their reservation price manage their impressions of your RP Manipulate the costs of delay |
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Integrative Bargaining Strategic Advice
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How to create value
Analyze your own and other partys Reservation Point Prioritize your own and other party's interests Know and try to enhnace your BATNA. Try to ascertain the other sides's BATNA. FIND TRADEOFFS (logrolling) <b>Add issues Cut costs |
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Good Negotiation Books to Read
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Getting to Yes
Getting Past No! |
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Lessons Learned
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Your way or the highway IS NOT the way to negotiate
you should constantly be trying to optimize the agreement by re-offering you should always find out what is the MOST important to the other party--that way you can find log-rolling opportunities Working with the other party is the key to a successful negotiation, you getting your way or forcing them too is NOT! |
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Rdng
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6 Negotiation Mistakes
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Neglecting the other side's problems
Letting price bulldoze other interests -Positive LR working relationship -Social contract-"spirit of the deal" -deal making process--respectful/considerate Letting positions drive out interests Searching TOO hard for common ground Neglecting your BATNA Failing to correct for skewed vision -Role bias: overcommitting to your own point of view and interpreting info in self serving ways -Partisan Perceptions: Painting your side with positive qualities while villifying your opponent--results in self fulfilling prophesies |
