Class 5 Systems

Class 5 Systems - Today's Overview Debrief The Offer Common...

Info iconThis preview shows pages 1–6. Sign up to view the full content.

View Full Document Right Arrow Icon
Page 1 Today’s Overview   Debrief The Offer   Common Systems Difficult Negotiators Use   Dealing with Difficult Negotiators   Negotiation Labs   Assignments
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Page 2 Common Systems of Negotiation You Commit First:   Only One Way? Salami:   How Thick are the Slices? Split the Difference:   Based on What? Idle Threats:   Whose BATNA is Better? Who Keeps Track? Extortion:   Holding the Relationship Hostage? Manipulation:   Criteria Only to Justify Positions?
Background image of page 2
Page 3 Interests Options Criteria If “Yes” Commitment If “No” Alternative Communication Relationship
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Page 4 Dealing with Difficult Tactics Don’t React: Diagnose Consider Your Options: Surrender Play Their Game (better) Quit the Game Change the Game Name the Game Just Play  Your  Game Reframe Change the Players
Background image of page 4
Page 5 Don’t React:  Diagnose Regain Your Balance
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 6
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 06/16/2010 for the course MS&E 285 taught by Professor Stanchristensen during the Fall '08 term at Stanford.

Page1 / 11

Class 5 Systems - Today's Overview Debrief The Offer Common...

This preview shows document pages 1 - 6. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online