BUS 144 Lecture 6: The Negotiator’s Dilemma
9 Feb 2017
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Take-aways: two components of negotiations, distributive bargaining: claiming value integrative bargaining: creating value. Take aways for compatible issues: don"t assume your interests are opposed to your opponent"s, ask questions about their preferences, lying about your preferences can paint you into a corner! An agreement is defined as pareto efficient when there is no other agreement that would make any party better off without decreasing the outcomes to any other party. With any pareto inefficient agreement, there exists an alternative that would benefit at least one party without injuring any party. Neale and bazerman cognition and rationality in negotiation. What is more important to you, a or b? . Listen to what the other party is saying. Striving to reach a fair outcome (equal concessions) Immediately re-anchor if the other party opens high (seller) or low (buyer) Set high aspirations and focus on those! Make the first offer set an anchor. Persuasion: use objective rationale to support your offers/positions.
