ORGS 4560 Lecture 1: How Much Should You Share
2 Jan 2016
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Document Summary
Need to know how much proprietary data to disclose and when. Must determine if it is even important or advantageous to disclose personal information; can impact position within a company and operation of the entity. Effective negotiators play facts and preferences close to vests. Current theories indicate that greater the disclosure = more value created. Old vs. new ideas: competing for scarce resources vs. joint gain. Need to know and disclose information that is essential to solving disputes or building a stronger deal. Know what information others would want from you. Decide how you will respond to any questions/inquiries. Facts: info about relevant past events, goods, and services. Opinions, vales, and predictions: info subject to different interpretations: include: ongoing obligations and liabilities, parties needed to conclude talks, include: company values, income from new product, outcome of court decision. Preferences: info that negotiators express as their needs, interests, goals/objectives, desires, bottom-lines, and reservation prices.
