Negotiations multiple sources Flashcards
What if negotiations seem to be impossible from the first view?
Often the negotiations that seem impossible from the first view, bring quite a good result after all. Dare to negotiatie
What is a major negotiation technique of powerful people?
They enter negotiation knowing exactly where they want to be. And if they don’t get it - they walk away.
Who are the most successful people in negotiations in the long run?
The people who have the largest STRETCH GOAL are the most successful in negotiations in the long run.
What are you first questions when you prepare for negotiation?
What are my BATNA and ZOPA
Should I spend time learning about the other side?
Try to spend time getting to know the other side. Who are these people, what do they do, what are their interests and so on.
How can I avoid talking too much?
Avoid your favorite topic, or else you are going to talk too much
How do best negotiators use questions?
The best negotiators are those people who ask a lot of questions, gather information and use it to analyze your interests
Can I make a deal without talking to someone?
You would never do a deal without talking to anyone else. Never.
What there are multiple parties involved and I cannot develop BATNA?
There are situations, where multiple parties are involved (coalition bargaining). It may then be very difficult to develop BATNA, you should start with building trust.
When should I give the price first?
Throw the price first if the approximate value is known. If you don’t know it, let the other side throw the price first.
How should I think of myself during negotiations?
Most of us are overconfident. Beware of yourself.
What is framing?
formulating the problem in the way that plays with human natural tendencies to take or avoid risks.
What is principle of availability?
we get anchored to the information that is a) readily avaliable, b) more dramatic and memorable
What is competitive arousal?
Competitive arousal is a form of bias that happens when there is an intense rivalry, time pressure and the person is in the spotlight
What is the difference between a good and a great negotiator?
The ability to look at the deal from the other side separates good negotiator from a great negotiator.
