NegB Assg

Preparation prior to negotiation

Negotiate and manage the process - reflecting in-the-moment

Managing deadlocks in a competitive environment

Cognitive biases

Other party's perspectives

Process

Normalise the process

Control the frame

Negotiate process

Imagery/scenery

Drip-feeding information and information exchange

Psychological influence tactics

Building trust

Don't search too hard for common ground

Issue

Distributive Negotiation
(Positional Approach)

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Target Point

Goal-setting Theory

Too high - greater propensity to deadlock

BATNA Point as minimum/resistance point

Integrative Negotiation
(Principled Approach)

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

Strategies

Time pressure - see meta-analysis

Influence
(Magneau and Pinto, 2004)

Block's Framework

Find objective principles

BATNA to judge whether to abandon the negotiation

Interests