BUS 485 Lecture 3: Chapter (3)
16 Dec 2017
School
Department
Course
Professor
Document Summary
80% of effort should go into prep, 20% into actual work involved in the negotiation. Fixed-pie perception is almost always wrong the belief that concessions are necessary by one or both parties in order to reach an agreement. Effective prep encompasses the following abilities: self-assessment, assessment of other party, assessment of situation. Under-aspiring neg sets their target too low, opens neg by requesting something immediately granted: resulting in winner"s curse aka neg makes offer that is immediately accepted. Grass-is-greener neg =/= know what they want, just that they want what the other isn"t willing to give, but they don"t know what the other party is willing to offer . Need to determine batna, best alt to a negotiated agreement, which is determined by objective reality (rather than being something the neg wants) Should be willing to accept term better than batna and reject outcomes worse than.
