nba666session2__Texoil

nba666session2__Texoil - • It is – All creative...

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Negotiations Week 2 Partner feedback due Syllabus questions Prior week wrap-up $20 Assign roles Prepare and Negotiate Texoil Debrief
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Typical Hardball Tactics Good Guy / Bad Guy Highball / Lowball Bogey The Nibble Chicken Intimidation/Aggressive Behavior
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Texoil Negotiation 15 minutes to read roles 15 minute strategy session Time for negotiation ____ Write outcomes on board
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Setting the Stage for an Effective Negotiation Identify Issues Organize Your Priorities Know Your BATNA / Set Your RP Observe Your Reservation Point (RP)
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Consider Your Opponent Estimate Other Side’s, BATNA, RP, Target Estimate Other Side’s Issues & Priorities Analyze the history of the negotiations/ party relationships (reputation)
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What is a win-win negotiaton? It is not: Compromise Even Split Feeling Good Building a relationship
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Unformatted text preview: • It is: – All creative opportunities are exploited and resources are not left on the table Signs of win-win potential • More than a single issue? • Can issues be added? • Do parties have different preferences? Strategies that do not work • Commitment to reaching win-win • Focusing on long term relationship • Adapting a “cooperative orientation” • Compromise • Taking extra time to negotiate Strategies that do work • Build trust and share information • Ask diagnostic questions • Provide information Texoil Summary • Frequently there is no one right answer • Often you must think creatively about dividing the indivisible • Negotiations are usually multi-dimensional • Focus on Interests not Positions • Balance cooperative and competitive components...
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  • Spring '06
  • PROELL,CHAD
  • Best alternative to a negotiated agreement, typical hardball tactics, Nibble Chicken Intimidation/Aggressive, win-win negotiaton

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