BU288 Lecture 14: Class 14
Document Summary
Negotiation continued: business side of baseball, people make agreements against their best interests, preparation, b/e ,000 (reistence, price they want ,000 or more, batna city, barbara wants ,000 ish, wants them to resist unrealistic expectations. Overconfidence is very common in not finding integrative solutions. Look for opportunities to add value: barbara, wants it to be on her terms. Wants to let them sweat: trying for less than ,000 initially, very overconfident and starting with an adversarial attitude. Leaving goof opportunities undiscovered: she wants a quick deal. When they"re inexperienced this is to your advantage. Each question she answered she asks one: this builds rapport. And find opportunities for gain: flinching at an anchor can have it not be set, barbara has escalated commitment by putting an offer in the ,000 range. Ted"s anchor is holding: framing when perspective changes like focusing on opportunities instead of risk or instead of purchase price focus on net profits.
