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Week 9 Negotiation (Negotiation (Negotiation traps (Fixed-pie perception,…
Week 9 Negotiation
Negotiation
Negotiation issues
Items in the negotiation process
Issue positions
Options for the negotiation issues
Preference
Negotiators preference for issues
Negotiation issue structure
Distributive issue
Party preference - exactly opposite
Integrative issues
Party preference - different issues complement each other
Identical issue
Party preference- identical
Negotiation techniques
Make an aggressive first offer
Ask for and give concessions
Cooperation and information sharing
Negotiation traps
Fixed-pie perception
Misbelief that opposing party's preferences are opposite
Reactive devaluation
Devaluing offer because it's proposed by an antagonist
Agreement bias
Settling for worse than BATNA
Winner's curse
Settling for too little
Hubris
Walking away when other party's offer is better than BATNA
Lose-lose negotiation
Failure to reach Pareto efficiency
Third - Party conflict resolution
Facilitator
Works with both sides to reach an agreement
Conciliator
Communication link between negotiator and opponent
Ombudsperson
Trusted impartial third party
Peer Review
Hear issues of both parties and recommends solution
Mediator
Facilitates negotiated solution
Arbitrator
Authority to dictate an agreement