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Negotiation (Negotiation traps (Fixed-pie perception, Reactive…
Negotiation
Negotiation traps
Fixed-pie perception
Reactive devalutation
Agreement bias
Winner's curse
Hubris
Lose-lose negotiation
Third party intervention
Facilitator
Conciliator
Ombudsperson
Peer Review
Mediator
Arbitrator
Basic concepts
definition
Negotiation issue
issue position
preference
Negotiation Techniques
aggressive opening offer
ask for more concession
cooperation and information sharing
Lie in negotiation
Negotiation game plan
target point
BATNA
Resistance point
Bargaining zone
Issue structure
distributive issue
integrative issues
Multi-party negotiation and coalition
what is coalition behavior
differences with 2 parties negotiation
managing group interactions