PS_Ch12 cont

PS_Ch12 cont - Some Fundamentals Understand how the deal...

Info iconThis preview shows pages 1–5. Sign up to view the full content.

View Full Document Right Arrow Icon
Some Fundamentals Understand how the deal you are negotiating fits into the larger picture Know your BATNA ( best alternative to a negotiated agreement ) If your BATNA is poor; generate more alternatives Evaluate transaction costs before setting reserve Set a reservation price
Background image of page 1

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

View Full DocumentRight Arrow Icon
Power and Influence Sources of Power BATNA (egalitarian) Status (hierarchical) Use of Power and Influence Direct influence strategies: Persuasion, argument, substantiation and threats Indirect influence strategies Appeals to sympathy, references to personal stakes, references to status
Background image of page 2
Advice on Power and Influence Power is perception Direct or indirect, it is still just influence Engaging in an influence contest may reduce probability of an integrative agreement When status is important, affirm your status. If you don’t have some get some
Background image of page 3

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

View Full DocumentRight Arrow Icon
Location Time allotment Negotiation objectives Target position Minimum position Opening position Team selection BOP BTP BMP SOP SMP STP
Background image of page 4
Image of page 5
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 12

PS_Ch12 cont - Some Fundamentals Understand how the deal...

This preview shows document pages 1 - 5. Sign up to view the full document.

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