Negotiation Flashcards
What is the congruence model
Strategy-> Work Culture (Power in the middle) People Structure-> Performance
What is the structure of negotiation?
Congruent aspects-identical preferences
Distributive aspects-win/lose , single issue
Integrative aspects-win/win, multiple issues
What are congruent issues?
What’s good for me is good for you
They are often missed opportunities
What is BATNA
Best Alternative To a Negotiated Agreement
Reservation price
Minimum that you’ll accept
What is anchoring and adjustment?
A mental shortcut where people use a number as a starting point and then adjust
Disadvantage if you get settled at your batna
Advantage if your opponent anchors to a number desirable to you
You anchored to your target
What is principled negotiation
The thing your asking for not being equal to the reason youre asking for it
Focus on interests not positions
Be concrete about your interests
What are negotiation tactics?
Be hard on problem soft on people
Empathise with opponents interests
Present your interests first then your positions
What’s the difference between claiming and creating value?
Claiming value:
Up your target estimate and cultivate your batna, set a reservation price
Plan your arguments
About personal gain
Creating value: Sweet priorities on issues Be soft on people, build trust Invite questions, reveal information Ask questions About joint gains
What are some common mistakes of negotiation?
Confrontational approach
Assuming fixed price
Ignoring perspective of rationality and opponent
Lack of planning
