ORGS 4560 Lecture 14: ORGS 4560 Lecture 14
28 Apr 2018
School
Department
Course
Professor
ORGS 4560
Lecture 14
- Understood that both sides might be bluffing, disguise a weak
bargaining hand, the limited or unattractive alternatives you have
away from the table, inability to affect the other side’s alternatives,
and the arguments you have to support your demands
- Negotiators always attempt to disclose a good hand if they have one
in the bargaining game, most effective bluffs are realistic, attractive,
difficult to check, but false alternatives or authoritative but false
supporting standards
- If the other side calls you on your bargaining bluff by walking away or
giving you a credible ultimatum, you lose
- Either there will be no deal when there should have been one, or the
final price will be nearer to their last offer than to yours
- Poker School believes in the rule of law, in poker you are not allowed
to hide cards, collude with other players, or renege on your bets
- You are expected to deceive others about your hand, best plays
come when you win the pot with a weak hand or fool the other
players into betting heavily when your hand is strong
- Must not commit, outright, actionable fraud, but negotiators must be
on guard for anything short of fraud
- Poker School has three main problems
- First; the Poker School presumes that everyone treats bargaining as
a game, is an empirical fact that people disagree on this
- Neither the idealists nor the pragmatists think bargaining is a game,
problem does not deter the Poker School, which holds that the rules
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Negotiators always attempt to disclose a good hand if they have one in the bargaining game, most effective bluffs are realistic, attractive, difficult to check, but false alternatives or authoritative but false supporting standards. If the other side calls you on your bargaining bluff by walking away or giving you a credible ultimatum, you lose. Either there will be no deal when there should have been one, or the final price will be nearer to their last offer than to yours. Poker school believes in the rule of law, in poker you are not allowed to hide cards, collude with other players, or renege on your bets. You are expected to deceive others about your hand, best plays come when you win the pot with a weak hand or fool the other players into betting heavily when your hand is strong. Must not commit, outright, actionable fraud, but negotiators must be on guard for anything short of fraud.
