CMN 4131 Lecture 5: Negotiating Skills
24 Feb 2016
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Put emphasis on areas of agreement, even in preparation o! Preparation is imp, it makes a huge different. Tolerate ambiguity and uncertainty o! embrace that other person"s confused or other issues o! learn to develop tolerance towards that to bring in the tactic. Nor pure win-lose, nor pure win-win o! there"s never win-win o! for both to win they drop something o! the idea in the end is for both to win as much as possible. Give only 1 or 2 rationales to make a point. Anchoring: opening offers to anchor the discussion around their main issue or around that of the other. Influences the decision- making throughout. opening offer is very influential. Bracketing: to negotiate towards mid-point so take it into consideration with your opening offer. Strongly defend your initial offer: paramount to anchor your position.
