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Negotiations week 4
| Question | Answer |
|---|---|
| signaling | using nonverbal or verbal communication to convey quality another party can't observe - to reduce asymetric info, signal integrative bargaining |
| lying about interests | worst way to negotiate because uproductive, destructive and kills likelihood for integrative bargaining |
| 2 types of integrative negotiations | - complementary interests: orange example - complementary priorities on multiple issues: trade off |
| negotiation utility function | - benefits experienced at each point |
| importance column in points system | should add to one |
| 5 integrative, pareto efficient strategies | logrolling, MESO, post settlement settlement, expand pie, bridge solution |
| logrolling | - trading off info based on importance instead of negotiating one at a time - first discuss interests and importance of issues |
| MESO | - multi equivalent simulatanous offers: offer multiple packages, of equal value to you - pro: cooperation, their reaction provides info, helps you anchor negotiation con: provides info about your interests, needs a lot fo prep |
| post settlment settlement | take time away to reflect and come up with a better deal with expectation that original one still stands |
| expand pie | add issues to bargaining mix |
| bridge solution | parties collab and list their needs and wants and then entire group brainstorm diff solutions use when other strategies have stalled |
Created by:
emilysun77