Business stationowners reservationprice 467000

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Unformatted text preview: Price ($467,000) Texoil Rep’s Reservation Price ($500,000) 460 470 480 490 500 Sale Price (in thousands) 510 520 530 University of California Berkeley Characteristics of Integrative Bargaining Haas School of Business Multiple issues Differing preferences, expectations, risk attitudes Differing interests Future relationship Multiple alternatives Distributive Berkeley Bargaining Integrative Bargaining University of California Haas School of Business One issue Many issues Win-Lose Win-Win Outcome Process and outcome Max share of pie One time Max size and share of pie Repeated times One position Keep interests hidden Many options Share interests Keep information hidden Share information Competitive Cooperative/Competitive Position-based Interest-based University of California Berkeley TACTICS Distributive Bargaining Haas School of Business Integrative Bargaining Define your BATNA Analyze own & other’s interests Define your reservation price Analyze own & other’s priorities Define your target level Prepare multi-issue proposals Prepare objective rationales Think creatively about shared interests University of California Open high Berkeley Cooperate Anchor with first offer Build trust Discuss single issue Make package deals Make bi-lateral, not unilateral concessions Make multiple offers simultaneously Persuade through objective rationale Ask for and share info about interests & priorities Haas School of Business University of California Berkeley hy did impasses occur...
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This document was uploaded on 02/15/2014 for the course PSYCH 002 at Community College of Philadelphia.

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