Lesson 1a.docx - MNO3702 LESSON 1 Can\u2019t achieve our objectives hence we go into negotiation Joint decision but have different preferences But

Lesson 1a.docx - MNO3702 LESSON 1 Canu2019t achieve our...

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MNO3702 LESSON 1 - Can’t achieve our objectives hence we go into negotiation - Joint decision but have different preferences But, intuition can be developed over time. Experience is an expensive way to learn Simulation based negotiation classes provide risk free setting Negotiation Exercise: Creamery @ Holland - Restuarant taekover deal Seller: Travis from Tanaka’s Tavern Buyer: Carol from Creamery ice cream chain Anchoring - can offer a very low price to make the other party doubt and hence reduce price. Batna is my greatest source of power - improve your batna before and when you negotiate - do not fall in love with one alternative - counterpart’s perceptions of your batna is also very important
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