MGMT 300 Lecture Notes - Lecture 24: Adam Grant
21 Dec 2017
School
Department
Course
Professor
Document Summary
Matchers : follow norm of responding to the kind that we give them (reciprocity) Resist the temptation to sequence issues, keep all issues on the table for flexibility. Helps counterpart understand your interests look for mutually beneficial trade offs. Make the 1st offer it serves as an anchor. 2 other advantages to making 1st offer: signals confidence and strength, creates more flexibility to make concessions, have legitimate rationale to back it up, effective first offers are supported by 1 or 2 compelling reasons. If an initial offer is too extreme, you need to re-anchor the process. Tell them initial offer is not fair or productive. If you arrive at a bargaining table unprepared to make the first offer, you haven"t prepared.
