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Negotiation - Coggle Diagram
Negotiation
Negotiation Cultures
Top-Down vs Bottom-Up
Consensus vs Single Leader
Formal vs Informal
Transaction vs Relation
Speed vs Patience
Win-win vs Zero-sum
Direct vs Indirect
Emotional vs Rational
General vs Specific
High Risk vs Low Risk
Psychological Tools
fixed pie / reactive devaluation
anchoring in first offer
avoid overconfidence
frame choices as advantage
look beyond easy information
look from other perspective
encourage reciprocity
contrast principle
don't loose sight of the big picture
avoid escalation
Develop Negotiating Power
What is my BATNA ?
Disclose strong, hide weak
Lie ? (better not)
What is their BATNA ?
Weaken their BATNA (ethics ?)
Strengthen my BATNA ?
Stages
Prepare
Negotiate
Close
Preform and evaluate
Dispute Resolution or Deal Making
Dispute
Backward
Position
Adversarial
Power (Internal - Power)
Litigation (External - Rights)
Arbitration (External - Rights : ADR)
Mediation (External - Interests : ADR)
Negotiation (Internal - Interests : ADR)
Avoidance
Deal
Forward
Interest-Based
Problem Solving
Should I Negotiate ?
Position Based or Interest Based