Please enable JavaScript.
Coggle requires JavaScript to display documents.
Wk1 - Coggle Diagram
Wk1
Course Outline
- Module 1. Introduction / What is the Pie?
-
-
Module 3. Zincit
How to prepare for a negotiation, making ultimatums, alternating removals, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world.
Module 4. Outsider
-
Tactics
who should make the first offer, what the first offer should look like, and how you should respond to threats
-
-
-
-
Theory of the pie
What is the Pie,
How to make it bigger and
make an argument to get the biggest possible slice?
-
Most of the hard work of negotiation is figuring out the relevant issues, what each party brings to the table, and what things are worth, and then exploring ways they can each benefit from the agreement and grow the pie
The pie = net benefit from working together – (A’s net benefit on its own + B’s net benefit on its own)
-
-
Negotation is unpleasant, trepidation.
Feels like a game of intimidation or a test of wills
-
-