Lecture 2.docx - January 11, 2018 Extreme First Offer...

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January 11, 2018Extreme First OfferQuickly try to re-anchor the other wayoCounteroffer aggressively the opposite way, make a jokeoCall out the offer as unreasonableoDon’t ask questions to legitimize the aggressive offerFavourable First OfferNever accept first offer!Make concessions anyway to get a better outcome and opponent will actually be moresatisfiedMaking ConcessionsGive yourself roomBe the first to concede on minor issues but not majorStrategically choose how to portray how important concessions are to youUse trade-offs to obtain concessionsInterdependenceDon’t have interdependence then there is no need for negotiationNeed each other to achieve outcomeZero-sum/distributive; one winnerNon-zero-sum/integrative; mutual gains
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Term
Winter
Professor
Hadiya Rodriguez
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