mid-term review

Transactive goals goals that emerge during the

Info iconThis preview shows page 1. Sign up to view the full content.

View Full Document Right Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: structive (esp. face) can be sacrificed (esp. topic) Retrospective goals – set up for next time Invent Solutions for Mutual Gain Invent Easiest solution in a negotiation is to split Easiest the difference between the positions the In order to have more options to choose In from, you need more solutions from, Brainstorm Broaden your options • shuttle between the specific and the general • invent options of differing strength • change scope Make a bigger pie (game theory) • look for shared interests and goals • split differing interests Turn it into reaching a common goal Insist on Objective Criteria Insist Use a “Fair Standard” Use a “Fair Procedure” market value, such as “blue-book value” professional standards precedent scientific judgment Flip a coin, lottery, use a 3rd party, “I divide, you choose” choose” Agree to the principles first Not a way to strengthen your position – a fair Not standard must be fair for both parties standard...
View Full Document

Ask a homework question - tutors are online