PLBA 3004 Study Guide - Midterm Guide: Brainstorming, Indonesian Rupiah, Negotiation
Document Summary
Week 3 strategic negotiation continued: options, objective criteria. Alternative or additional approaches to the problem. [what can you do to make the negotiation work for you and the other problem] Premature judgment: waitress did not want to break rules, waitress had fears, afraid of suggestion being considered an offer, looking foolish. Even though the customer was offering an option that would result in the same thing, it was different from the right answer. Assumption of a fixed pie : zero-sum game: win lose, there is no way of expanding the pie and creating more options. Their problem is their problem: both characters refused to accept the other"s position or option as a viable option. Separate inventing from deciding: being open and honest about interests. Brainstorming: think about the other side"s position, involves open dialogue, set ground rules. Ideas are not offers: no negative criticism, seating position is important as it creates a united front, taking notes.
