nba666session2__Texoil - It is: All creative opportunities...

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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 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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This note was uploaded on 03/07/2008 for the course NBA 6660 taught by Professor Proell,chad during the Spring '06 term at Cornell University (Engineering School).

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nba666session2__Texoil - It is: All creative opportunities...

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