MGMT 300 Lecture Notes - Lecture 20: Kimono, Satisficing, Sunk Costs

• School: University of San Diego
• Department: Management
• Course: MGMT 300
• Professor: Craig Barkacs

Document Summary

Negotiation: myths, misperceptions, and damned lies by dr margaret neale. Process where 2 or more parties decide what each will give and take in their relationship and through a process of mutual influence determine a course of action. Don"t ever let them see you sweat! They made me do it; i had no choice; it was my fault but i did say yes. Chester karas - he who speaks first is lost not really true! High aspiration (higher expectations) will result in a better performance. Make it south of crazy - legitimize your offer with a reason it"s not random - anchor! You don"t want it accepted or rejected, you want a counteroffer. If counterpart not well prepared, encourage them to make the first offer (else you do it) You won"t say your bottom line - don"t use open kimono strategy because it"s dangerous. Strategically express emotions - emotions are info to us about our experience in the world.