12_Negotiations - Social proof Social proof • Liking...

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- 1 - Negotiations
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- 2 - Another Popular Way to Decrease Costs Cost Reduction Strategies
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- 3 - Negotiations A brief history of negotiations in purchasing Negotiation terms
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- 4 - The PRAM Negotiation Model Plans Relationships Agreements Maintenance Win-Win Negotiations
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- 5 - The Four Principles for “Getting to Yes” Separate the people from the problem Focus on interests, not on positions Invest options for mutual gain Insist on using objective criteria
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- 6 - Power in Negotiations Sources of power Sources of power Informational power Informational power Reward power Reward power Coercive power Coercive power Legitimate power Legitimate power Expert power Expert power Caveats Caveats http://1we4.files.wordpress.com/2009/10/negotiation-fight3.jpg
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- 7 - Power of Influence Reciprocation Reciprocation Consistency Consistency
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Unformatted text preview: Social proof Social proof • Liking Liking • Authority Authority • Scarcity Scarcity- 8 -Concessions $40 $100 $25 $160 $0 $70 $50 $0 $0 $35 $55 $40 $30 $0 $0 $45 $0 $40 $10 $160 $0 $55 $5 $40 Concessions Received per Negotiation Round Supplier 1 2 3 4 5 6 Continue or Stop?? _____________ _____________ _____________ _____________ _____________ _____________ Round 1 2 3 4- 9 -Negotiation Tactics • Low ball Low ball • Honesty and Honesty and openness openness • Questions Questions • Caucus Caucus • Trial balloon Trial balloon • Price increase Price increase • High ball High ball • Best and final offer Best and final offer • Silence Silence • Planned concessions Planned concessions • Venue Venue- 10 -International Negotiation • Issues to consider...
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This note was uploaded on 12/29/2011 for the course SCM 371 taught by Professor Tobias during the Fall '11 term at Michigan State University.

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12_Negotiations - Social proof Social proof • Liking...

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