Unformatted text preview: displaying emotional reaction to facts, proposals, and possible outcomes. Three. Modify the other party’s perception of his or her own target, resistance point, and cost of terminating negotiation. You could make the outcomes they ask for less attractive by pointing out something they missed. There are many ways to modify the other party’s perceptions. One way is to interpret for the other party what the outcomes of his or her proposal will actually be. Another way is to conceal information. And four. Manipulate the actual costs of delaying or terminating negotiations. There are three methods to manipulate the costs of delay in negotiation. Plan a disruptive action to increase the costs of not reaching negotiated agreement; Form an alliance with outsiders who can somehow influence the outcome. And Manipulate the scheduling of negotiation to put the other party at a considerable disadvantage. Please go to the next slide....
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- Spring '10
- Management, Bargaining, Best alternative to a negotiated agreement, resistance point