ILROB471_week4_integrativebargaining021408_

ILROB471_week4_integrativebargaining021408_ - ILROB 471...

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Professor Williams ILROB 471 Organizations and Negotiation
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Agenda Ethics In the News Negotiation Preparation Break Negotiation Discussion and Wrap-up Post Negotiation Analytic Paper
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A Question of Ethics You see a sign on a vacation home, “For Sale by owner—Inquire Within” The elderly owner shows you around. The place is perfect. You have done your research on the area and know the house is worth at least $200K. The owner explains that he and his wife need every penny to move to the city—closer to their grandchildren. You are shocked when they ask for only $150K What do you do?
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What do you do? Why? A. Quickly accept the seller’s asking price. B. Counter with a somewhat lower offer, knowing that you can always accept at $150k if necessary. C. Tell the seller that you’d like to buy the house but believe that’s undervalued at $150K Assume you can protect your self against unpleasant surprises such as a lien on the property.
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Bluffing, lying, and deception A—Good? - profitable - it benefits others (happy ignorance) B— Bad? -against one’s self-interest in the long run C— Or Necessary? -economically necessary -standard practice -is justifiable-other’s do not have the right to know -it is self-defense in common business practice
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Lie Detection Think of 2 stories about yourself: 1 True 1 False Tell one of them to a partner. Have the partner guess if your story was true or not.
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Were you Right? How could you tell if your partner was telling the truth or not? a. Yes b. No
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Lie Detection at the Bargaining Table 1. Listen intently with all your senses nonverbal behavior is “leaky.” micro-expressions may give you away 2. Look for anomalies 3. Ask the right questions e.g., suggest alternative packages 4. Practice (back) Was that really your “absolute final offer” or are you only bluffing?
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Ethical: Why ?Why not? Generating competition Ultimatums Nibbles Help me/I don’t understand
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Ethical: Why ?Why not? The power of Commitment Expertise Knowledge of another’s needs Another’s investment Rewards and punishment Identification Precedent Persistence Persuasion Distance Time pressure
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Ethics What standard should you use? A. RECIPROCITY: I treat others as I would want to be treated. B. PUBLICITY:
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This note was uploaded on 04/01/2008 for the course ILROB 4710 taught by Professor Williamsm during the Spring '08 term at Cornell University (Engineering School).

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ILROB471_week4_integrativebargaining021408_ - ILROB 471...

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