MHR 721 Study Guide - Midterm Guide: Salami, Bracketing, Social Proof

• School: Ryerson University
• Department: Human Resources
• Course: MHR 721
• Professor: Maurice Mazerolle

Document Summary

Week two: negotiation strategy and preparation (part i) 1. 5 - effective negotiating techniques: from selecting strategies to side-stepping impasse and assumptions. Fait accompli - making an offer in a confident manner as if it will be accepted. Apparent withdrawal - acting as if the negotiations even when they are not. Probing/testing - asking questions and using supposes, what ifs, in the event of, in order to understand . All of this is to gain a better understanding of what the other party wants. Setting limits - other party needs to satisfy these conditions before negotiations continue or begin. Feinting - a distraction technique used to get the other party to think that something is important to you but it really is not. Association - linking the other party to a positive example found elsewhere, such as saying that another company used this product to great success. Disassociation - linking the other party to someone or something undesirable.