Please enable JavaScript.
Coggle requires JavaScript to display documents.
Negotiation (wk 9) (Negotiation Traps (Fixed-Pie Perception, Reactive…
Negotiation (wk 9)
Negotiation Traps
Fixed-Pie Perception
Reactive Devaluation
Agreement Bias
Winner's Curse
Hubris
Lose-Lose Negotiation
Third Party Interventions
Conciliator
Informal link between negotiator and opponent
Ombudsperson
widely respected and trusted impartial party
Facilitator
works with both sides to reach agreement
Peer Review
panel of peers (recommend solution)
Mediator
facilitates negotiated solution
Arbitrator
Voluntary agreement
Compulsory agreement (binding)
Negotiation Game Plan
Target Point
BATNA
Resistance Point
Bargaining Zone
Negotiation Techniques
Aggressive first offers
anchoring effect
don't be overly agressive
ask for and give concessions
close to goal=smaller concessions
cooperation and information sharing
just enough to create value (for yourself)
Negotiation Issue
Issue Structure
Distributive Issue
Integrative Issue
Identical Issue
Issue Position
Preference