Class+3+Good+Outcome

Class+3+Good+Outcome - Well-planned Commitment Good,...

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Page 1 Today’s Overview  Debriefing Sally Soprano  Defining Success in Negotiation  Assignments
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Some Common Measures of Success   Most Concessions   Break Their Bottom Line   Get the Last Dollar   Equally Unhappy   Avoided Conflict   Get Any Deal
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Negotiation:  A Good Outcome   Better Than Your Alternatives (BATNA)   Satisfies Interests Ours – Well Theirs – Acceptable Others’ – Tolerably    No Waste…the Best of Many Options   Uses Objective Criteria
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Unformatted text preview: Well-planned Commitment Good, Two-Way Communication Process Improves Relationship A Good Agreement Is On the Pareto Frontier As Units of Satisfaction Bs Units of Satisfaction Bs BATNA As BATNA Page 5 Interests Options Criteria If Yes Commitment If No Alternative Communication Relationship Page 6 Assignments Read: Negotiation Analysis: An introduction (handout) Prepare in Pairs for Eazys Garage Negotiate in Groups of four Eazys Garage...
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Class+3+Good+Outcome - Well-planned Commitment Good,...

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