MHR 721 Lecture 3: MHR 721 Readings - Class 3

• School: Ryerson University
• Department: Human Resources
• Course: MHR 721
• Professor: Maurice Mazerolle

Document Summary

One party makes a proposal and gives chance to other party to express opinions: ultimatum or else used to force other side to make a decision on the last offer. Technique should be selected during the pre-negotiation phase one that fits the environment. Can shift from one technique to another or mix them. Experienced negotiators prefer the approaches of concession, of summarizing and of splitting the difference, although the techniques of assumption, prompting, linkage, and trial closing are effective in certain types of negotiations and cultures. Timing is highly influenced by the cultural background of the negotiators, the complexity of the deal, the existing relationships, and the degree of trust between the parties. When making final offer, ensure other part has the authority to decide otherwise. Most concessions are made towards the end of the discussions, particularly as the deadline approaches.