BACM 30510- Midterm Exam Guide - Comprehensive Notes for the exam ( 12 pages long!)
6 Oct 2017
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Getting your roommate to turn off lights. Factors influencing negotiation: what you say and do. Collective bargaining is not just a point-in-time event. Set high aspiration points, but should be realistic. Research other party"s batna and estimate their reservation point. Don"t show physical document to the other side. Don"t talk about the exercises to other students. Strive to achieve a good outcome, as you would in real life. Valid information: in the course packet and told by the instructor. People (people are not 100 percent predictable) Seller batna: donate and get a tax deduction. Buyer batna: buy a new freezer at 1000. First offer: anchoring effect, use the first number towards your advantages. If you don"t know how much it"s worth, don"t throw out the first number then. Whenever there"s a distributive issue: zero sum game, want as much as they can get. Set high aspiration price, but be realistic. Higher than used price, but lower than new price.
