MGMT 160 Lecture Notes - Lecture 16: Negotiation
22 Nov 2020
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Make the rst offer (when appropriate for the type of negotiation) If reticent, use other anchors (non-offer offers) Immediately re-anchor if the other party opens high (seller) or low (buyer) Use objective-appearing rationale to support your offers. Try to claim as much of the pie as possible. Try to identify the correspondence and then settle on the obvious option. Try to trade off on different issues to maximize the size of the pie (logrolling) A negotiation in which the parties seek to leverage all creative opportunities and leave no resources on the table. View negotiation is a joint problem solving task. Seek to expand the pie and claim a decent proportion of it. It"s better to negotiate package deals rather than one issue at a time. The sequential approach is a series of distributive negotiations (competitive) The package approach allows both parties to signal their interests and priorities, make tradeoffs across issues (logrolling), and display exibility.
