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Distributive Negotiations others are adversaries; processes: identify and defend a position, argue persuasively, use power tactics; outcomes: compromises the split differences
Integrative Negotiations Others are partners in a win-win game; processes: reframing problems, focus on interests, invent options for mutual gain; outcomes: mutual gain agreements
Negotiators Dilemma blending integrative cooperative strategies that create value with distributive competitive strategies that claim value
BATNA Best Alternative to a Negotiated Agreement
Reservation Price the worst agreement you could walk away with
ZOPA Zone of Possible Agreement
Value Creation through Trades trading something with low value to the holder to another that values that item highly
Tactics to Negotiations (Distributive) Do not be disclosing, learn the interests of the other side, establish an anchor, offer stuff like it's "killing" you, present deadlines to create urgency, ABC
Tactics to Negotiations (Integrative) inquire about interests, be disclosing, explore mutual interests, take your time
9 Specific Steps to a Deal 1.Determine Reservation Price 2.trades (create value) 3.ID BATNA 4.improve your BATNA 5.Study the other side 6.Gather objective criteria 7.Assess who has authority 8.Prepare for flexibility 9.Alter the process in your favor
Multiparty Negotiations Coalitions can form among parties
Natural coalitions broad range of common interests; likely to be frequent allies
Single Issue Coalitions parties unite on a single issue
Blueprint of Negotiation What happens if you don't agree and what happens if you do
CNA same as BATNA (MOVIE) Consequence of NoAgreement - what are your options and what are the others options
Barriers to Agreements Die-hard bargainers, lack of trust, weak commitments, gender and culture, communication
Errors that Prevent Agreements irrational escalation, unreasonable expectations, over confidence, unchecked emotions
Created by: gwellnvrmind
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