CMN 4131 Lecture Notes - Lecture 8: Meta-Communication, Best Alternative To A Negotiated Agreement
14 Jul 2018
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Getting to yes yes, but (cid:894)part 1(cid:895) Key principles: keep reinforcing that we are finding solutions together, listen, focus on the problem, not the person, invite feedback, even if its criticism, share information, validate the other person"s statements, use meta-communication. Consider their batna: they may be overly optimistic about their alternatives, help them think through their reasoning, if you both have good batna"s it may be in both bests interests to not negotiate and instead look somewhere else. Negotiation jujitsu: rejecting their position locks them in, defending your position locks you in. Remember reframing: i understand that we need a project that is significant enough to warrant a high grade , i"m not doing another lame project where we analyze some movie and end, vs up with a bad grade . One-text procedure: using a third party, do all you can find out their interest rather than their position why they want a certain thing.
