ORGS 4560 Lecture Notes - Lecture 20: Nibble, Logical Consequence
28 Apr 2018
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ORGS 4560
Lecture 20
CONSISTENCY TRAPS
- The other negotiator gets you to agree to an innocent-sounding
standard or norm, springs the trap by showing you that his proposal is
the logical consequence of admission
- Solution to a consistency trap is to see it coming before you agree to
the standards and hedge you commitment to the standard
RECIPROCITY PLOYS
- Take turns exchanging questions and answers and making
concessions, refuse to reciprocate in the process or who only appear
to do so without giving substantive answer
- Norm of reciprocity entitles you to tit for tat treatment in bargaining,
insist on it
THE NIBBLE
- Parties nibble at an agreement just before closing, raise an extra
issue or demand that in and of itself is so small it does not seem
worthy of debate
- Get this issue without trading for it, pure profit, dedicated nibbler can
add 3 to 5 percent of value to his or her contracts this way
- Tactic gains power from both the contrast effect and the
overcommitment phenomenon
- Just say no, or require something in trade for every concession
requested by the nibbler
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
The other negotiator gets you to agree to an innocent-sounding standard or norm, springs the trap by showing you that his proposal is the logical consequence of admission. Solution to a consistency trap is to see it coming before you agree to the standards and hedge you commitment to the standard. Take turns exchanging questions and answers and making concessions, refuse to reciprocate in the process or who only appear to do so without giving substantive answer. Norm of reciprocity entitles you to tit for tat treatment in bargaining, insist on it. Parties nibble at an agreement just before closing, raise an extra issue or demand that in and of itself is so small it does not seem worthy of debate. Get this issue without trading for it, pure profit, dedicated nibbler can add 3 to 5 percent of value to his or her contracts this way. Tactic gains power from both the contrast effect and the overcommitment phenomenon.
