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Negotiating (revised Spring 05)

Negotiating (revised Spring 05) - People are uneasy about...

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Negotiating I. Defined - Interdependent - Different positions II. Before the Negotiation - Know your BATNA (Best Alternative to Negotiation) - Know what the other person wants
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What I want What you want What I can give up What you can give up
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III. Positional Negotiating (win-lose) Use the anchoring bias Make a large initial demand Don’t disclose Keep them off balance (e.g., bluffing, threats) Discredit their position Attack them as people Trade concessions Making them is more important than what you first demanded Your rate of concessions is more important than their magnitude Make them painfully
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Discover a weakness and use that to lower the value Ask “why?” For the price Act stupid Use status Use multiple levels of authority (at every level, negotiation happens) Frame the range of negotiation (let’s only talk about X) Sell in units, buy as total Beware of the “sunk hole”
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How Bill Collectors Negotiate The pause .
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Unformatted text preview: People are uneasy about silence. When people pause, customers are likely to offer a proposal to pay Don’t ask, tell . “We need to know when we can expect this payment.” Request the full amount owed . Negotiate from the full amount down III. Interest-Based Negotiating (win-win) Start with focus on relationship (the “reservoir of hope”) Learn about each other’s concerns (disclose and listen) Begin with agreements-in-principle Delay talking about solutions Be careful of the vividness bias III. Interest-Based Negotiating (win-win) Focus on interests, not positions Position Possible Interests “I want a raise” “You are absolutely wrong” “Why don’t you listen to me?” No one says things they know are wrong; figure out why they think they are right Separate people from problem Suggest multiple options Use objective standards Plan the future...
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Negotiating (revised Spring 05) - People are uneasy about...

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