CLASS 4

Question 1

What are the 4 tactical bargaining task?

Answer 1

1. Asses the other party’s target, RP, cost of terminating negotiations
2. Manage the other party impression of the negotiator’s tagert, RP, cost of termination negotiations
3. Modify the other party perception of his/her own target, RP, cost of termination negotiations
4. Manipulate the actual cost of delaying or terminating the negotiation (time)

Question 2

Asses the other parties target, RP, Cost of terminating negotiation

Answer 2

Direct: ethical or unethical
Indirect: backgroung checks

Question 3

In asses the other party, describe ethical and unethical

Answer 3

Ethical: asking questions to get the relevant point
Unethical: pushing informal scenario to get info ex: going for drinks

Question 4

In asses the other party, describe the step on background checks

Answer 4

1. research
2. Find why they need me? (indirect)
3. ask open ended questions

Question 5

Manage the other party impression of the negotiator’s target, RP, cost of termination negotiations (focus of the impression of my numbers have on that person)

Answer 5

1. Screening act: Concealed info, calculated incompetence, kitchen sink
2. Direct actions: Selective presentation, show cost of oneself, emotional reaction, time and length used to present an issue

Question 5

Kitchen sink

Answer 5

give a lot of info, but only a bit is important

Question 5

Calculated incompetence

Answer 5

1. limited info
2. limited info making power

Question 6

Concealed info

Answer 6

Not saying information

Question 7

Selective presentation

Answer 7

release only info that enhance your position, concealed that dont

Question 8

Show the cost of oneself

Answer 8

show sacrifice your position is given

Question 9

Emotional reaction

Answer 9

display a reaction that shows what matter to you and what dont

Question 10

Time and length used to present and issue:

Answer 10

+ time explaining and issue
+ relevance has into a nego

Question 11

Modify the other’s party perception of his or her own target, RP, cost of termination negotiation

Answer 11

1. Concealed info
2. Interpret your outcome: highlighting what they value

Question 12

Manipulate the actual cost of delaying or terminating the negotiation (time)

Answer 12

1. To plan a disruptive action: no action = lose something. It includes: boycott, public picketing, locking negotiators
2. Form alliance with outsiders
3. Manipulate the scheduling of the nego

Question 13

Positions taking during a negotiation

Answer 13

1.Opening offer
2. Opening stance
3. Initial concessions
4. Role of concessions
5.Pattern of concessions making
6. Final offers

Question 14

Before the opening offer we should

Answer 14

1. Value characteristics: value given to certain issues
2. content characteristics: they way the nego is constructed

Question 15

In what case you should open the negotiation first?

Answer 15

Only if you have a strong BATNA

Question 16

Characteristics of the opening offer

Answer 16

1. Room for movements: get space between TP and RP
2. Meta message: long way to go, lots of concessions, incorrectly estimate your RP

Question 17

What are the disadvantages of a bad opening offer?

Answer 17

1. To far from the TP
2. Nego would be ended
3. It will be rude, damage the relationship