January 22, 2006
Cornell University Johnson Graduate School of Management
NBA 666 Negotiations Section 4: Wednesday 4:25 7:15 pm B10
Spring Semester 2006
Professor Proell Phone: 607/255-5516 E-mail: cap36@cornell.edu Office Hours: By appointment
Chapter 1: Nature of Negotiation -negotiations occur: (1) to create something new that neither party could do on their own, or (2) to resolve a problem or dispute between the parties -traits of negotiation situations: (1) two or more parties, (2) con
Judgment & Negotiation
NBA666
Class Introduction Computron Distributive Negotiations
Fact or Fiction?
#1 Good negotiators are born
#2 Experience is a great teacher #3 Good negotiators take risks
#4 Good negotiators rely on intuition
Causes
Negotiations
Week 2
Partner feedback due
Syllabus questions Prior week wrap-up
$20 Assign roles Prepare and Negotiate Texoil Debrief
Typical Hardball Tactics
Good Guy / Bad Guy Highball / Lowball Bogey The Nibble Chicken Intimidation/A
Agenda
4:25-4:45 4:45-5:15 5:15-5:50 5:50-6:00 Review Prepare New Recruit Negotiate NR Hand in contract, post results Debrief Planning Info
6:00-6:50 6:50-7:00
Creating Value
1st step is preparation 1. Analyze your interests 2. Set your prio
In Practice
The Secrets of Successful Mediators
Stephen B. Goldberg
A survey of thirty experienced mediators showed that three-quarters
of them regarded achieving rapport with the parties as central to their
success in bringing about settlements. This art
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When to Make the First Offer
in Negotiations
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8/9/2004
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Common wisdom for negotiations says it's better to wait for your opponent
to make the f
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NEGOTIATION ADVANTAGE: MAKE THE FIRST MOVE
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