ORGS 4560 Lecture 1: ORGS 4560 Lecture 1
28 Apr 2018
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ORGS 4560
Lecture 1
How Much Should You Share?
- Fearful of being hurt by revealing too much information, most
negotiators play their facts and preferences close to the vest
- Other end of the spectrum, current negotiation theory advises us to
cooperate whenever possible, revealing information to create
maximum value
- Relying on traditional assumptions about competing for scarce
resources or on newer ideas about realizing joint gain, wise
negotiators pause to consider possible benefits and costs of revealing
or concealing information
- Different types of information – facts to opinions to preferences –
exist in any negotiation and that the importance of this data may
fluctuate as the process unfolds
- List the information you need to resolve your dispute or to build a
strong deal, anticipate the information the other side will want from
you, consider how you’ll respond to these queries
Facts: information about relevant past events, goods, and
services; ongoing obligations and liabilities; parties needed to
conclude talks; and so forth
Opinions, values and predictions: information subject to different
interpretations, such as a company’s value, the likely the income
from a new product
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Fearful of being hurt by revealing too much information, most negotiators play their facts and preferences close to the vest. Other end of the spectrum, current negotiation theory advises us to cooperate whenever possible, revealing information to create maximum value. Relying on traditional assumptions about competing for scarce resources or on newer ideas about realizing joint gain, wise negotiators pause to consider possible benefits and costs of revealing or concealing information. Different types of information facts to opinions to preferences exist in any negotiation and that the importance of this data may fluctuate as the process unfolds. List the information you need to resolve your dispute or to build a strong deal, anticipate the information the other side will want from you, consider how you"ll respond to these queries. Facts: information about relevant past events, goods, and services; ongoing obligations and liabilities; parties needed to conclude talks; and so forth.
