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NegB Assg - Coggle Diagram
NegB Assg
Preparation prior to negotiation
Cognitive biases
Other party's perspectives
Process
Issue
Distributive Negotiation
(Positional Approach)
Target Point
Goal-setting Theory
Too high - greater propensity to deadlock
BATNA Point as minimum/resistance point
Integrative Negotiation
(Principled Approach)
Find objective principles
BATNA to judge whether to abandon the negotiation
Interests
Findings - Fells, 1996
Consider behavioural strategies which might forestall a potential deadlock
Prepare for the eventuality of a deadlock and how it might be handled, both issue-related strategies and the process of interaction
Negotiate the process at the start of the negotiations to lay foundation for cooperative interactions
Managing deadlocks in a competitive environment
Drip-feeding information and information exchange
Psychological influence tactics
Building trust
Don't search too hard for common ground
Strategies
Time pressure - see meta-analysis
Influence
(Magneau and Pinto, 2004)
Block's Framework
Negotiate and manage the process - reflecting in-the-moment
Normalise the process
Control the frame
Negotiate process
Imagery/scenery