BU288 Lecture Notes - Lecture 13: Escalation Of Commitment, Best Alternative To A Negotiated Agreement, Negotiation
Document Summary
For next class: bring course package for sluggers come home notes from video (pp 3-6) Staking out the bargaining zone: where an agreement can be met which both parties can agree to. Batna: know your batna, strengthen it whenever possible, highlight the strength of your batna find out as much as you can about your opponent"s batna, but remember: if you reach an agreement, then your opponent becomes your partner! Relationships vs integrative win/win interest based creating value expanding the pie goal: mutual & individual gain long-term relationship. Distributive vs integrative negotiation tactics: distributive: tactics that help you claim value for yourself threats/promises firmness, persuasion/debate integrative: tactics that help you create value information exchange framing differences as opportunities, cutting costs increasing resources finding superordinate goals. Common mistakes in negotiation: mistake #1: irrational escalation of commitment, continuing a previously chosen course of action beyond what a rational analysis would recommend. If at first you don"t succeed, then try, try again.
