negotiating 4 - The Third Foundation: Authoritative...

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The Third Foundation: Authoritative Standards and Norms Negotiations harness our need to maintain an appearance of consistency and fairness in our words and deeds The need to maintain consistency with established standards influences virtually all negotiations When people deviate too widely from expected norms, they risk irritating others and causing trouble for themselves – they are seen as being unreasonable Standards bracket the bargaining zone and permit all participants to talk about their preferred end of the zone without appearing, at least in their own eyes, to be unreasonable The single most common tactic for closing a negotiation is an allocation formula: splitting the difference Accepted standards lend themselves to a variety of interpretations, so the other party comes prepared to argue the interpretation that most favors him or her Become an advocate for your goals using the most persuasive standards you can find The arguments the other party accepts as legitimate or has used to his or her own
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negotiating 4 - The Third Foundation: Authoritative...

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