MGMT2004 Chapter Notes - Chapter 2: Apposition, Best Alternative To A Negotiated Agreement, Reservation Price

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Characteristics: starting point, target points, resistance point, alternative options (batna) Key strategies: dis(cid:272)o(cid:448)eri(cid:374)g the other part(cid:455)"s resista(cid:374)(cid:272)e poi(cid:374)t. Make them see the cost of delay for them. Lower the value of an issue for them. Do(cid:374)"t di(cid:448)ulge (cid:455)our (cid:448)alue for a(cid:374) issue: push for settle(cid:373)e(cid:374)t (cid:374)ear oppo(cid:374)e(cid:374)t"s resista(cid:374)(cid:272)e poi(cid:374)t, get the other party to change their resistance point. Get the other side to change their resistance point. Assess the other part(cid:455)"s target, resista(cid:374)(cid:272)e poi(cid:374)t, a(cid:374)d (cid:272)osts of ter(cid:373)i(cid:374)ati(cid:374)g negotiations. Determine information opponent used to set: target / resistance points: directly. Ma(cid:374)age the other part(cid:455)"s i(cid:373)pressio(cid:374)s: screen your behavior. Calculated incompetence: direct action to alter impressions. Manipulate the actual costs of delay or termination: plan disruptive action. Raise the costs of delay to the other party: form an alliance with outsiders. Involve other parties who can influence the outcome in your favor: schedule manipulations.

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