Please enable JavaScript.

Coggle requires JavaScript to display documents.

Negotiation (6 persuasion tactic (social proof (more people think we are…

- - - - make proposal with all issues
      - ask what's wrong with issues
      - don't argue, just listen
      - build trust by sharing (keep reservation price)
      - trade off when there's difference in preference
      - firm on interest
    - - issue by issue
        
        subsequent distributive negotiation, easy have argument
      - package
        
        understand priority
        
        find issues to trade off
        
        felxible
  - - - interest conflict (maximize own share)
      - fix-sum game
    - - consider your side
        
        BATNA
        
        Best alternative to a negotiated agreement
        
        reservation price
        
        =BATNA+/-transactional cost enact BATNA
        
        define your aspiration level
        
        focus on strength be realistic but optimistic
      - consider opponent
        
        other party's BATANA/ reservation price
        
        aggresive first offer
        
        impact of anchor
        
        final agreement strongly influence by initial offer, but increase the risk of cutting bargaining zone
        
        how to make concession
        
        allow room to concession, each time smaller
        
        rationale for every concession
        
        after getting all demands
        
        reciprocated互惠的
      - Bargaining zone