ps 3363 Final Flashcards
What is a caucus and is it valuable?
Caucus: short break or pause. And YES. because it gives you time to think
Do Marathon Sessions lead to an agreement?
Yes
Are marathon sessions linked to sunk cost principle?
Yes
What are the 19 perscriptions?
- Not a competition-aim for win win
- You have more power than you think-what are their constraints?
- Don’t hope for the best
- Never fear to negotiate
- Being with a team is better
- Anticipate with devils advocate
- Data/numbers are subject to negotiate
- Don’t fear the deadlock
- Negotiate in depth - get their team to say yes
- People negotiate for satisfaction - look for ways to give it
- Good negotiators know when to walk
- get over the need to be liked
- There is always a story
- power changes over time
- set targets higher
- time is money
- skilled do better than unskilled
- Test resolve
- push too far? renegotiate
What’s deadlock?
When both parties seem to hit their limits/ultimatums
Are deadlines good ways of getting results?
Yes, because deadlines make people nervous and give concessions.
14 ways to break deadlock
- Gradual approach
- Bookkeeping approach
- Whole to part, or part to whole
- Joint committees break deadlock
- Bring out a fifth
- Move to another issue
- Change the time shape of performance
- Change time/shape of money
- Use mediator
- Change shape of satisfaction/ dissatisfaction
- change negotiator
- Get message deeper into org
- United Nations Coalation
- Negotiate a win win deal
Does the manner in which we make concessions or show strength, does that encourage people to nibble?
Yes. It also helps to put a price on the nibble
Reverse Auction. Is it ethical?
“this seller will give me this deal.” It is ethical
Does devils advocate help maintain initiavtive?
Yes, because you’re prepared for their arguments/objections
Intimidation Tactics
- Legal intimidation
- Intimidation by experts
- Raising the stakes
- Threat and it’s consequences
- Status intimidators
- Taking financial and other hostages
- physcial/environmental intimidators
- Emotional nuisance and embarrassment
Telephone vs. Face to Face
Face to face is better.
Amendment #1
You have the right to not understand and keep asking until you do.
What is Elvis Ashtray?
If you put something in the contract, you do it or get it. Enforce the things agreed upon.
What does it mean to change the shape of money?
If you can negotiate the timing and how they’ll get their money, you’ll be more likely to negotiate price
What does “What if” mean?
It’s a good way to get price and cost information and negotiate from there
4 good authority limits:
-organizational
-structural
-financial
-
Government regulations and legal limits
Howard Hughes- Maximum amount?
$10,000
What’s the 90/10 rule?
It can leave you with enough time to talk about things you want, and also time to not talk about things you’d like to avoid
3 psychological approaches to lead to closing
- Tell them that they’re wise to reach an agreement
- Act like you’ve reached agreement on big issues and price
- Make repeated requests for agreement and closure
Was Howard Hughes effective?
Yes
What is the Bogey Approach?
“This is all the money I’ve got”
Authority Limits
- Organizational
- Structural
- Financial
- Governmental
Is deadlock made up of egos?
It can be
Negotiation Bill of Rights
- The right not to understand
- The right to be wrong
- The right to be indecisive
- The right to be a broken record
- Right not to answer questions
- To be somewhat illogical
- Right not to be liked
5 Types of backup and higher ground
- Guiding Principles
- Guiding History
- Guide logic/concepts
- Guide standards
- Guide rules, regulations and laws
Challenging Regulation
Research rules that may support your position
What’s the 5th amendment?
The right to not answer questions
What is the bookkeeping approach?
break it down to:
-what issues have been agreed to?
-What issues are still open and undiscussed?
-What issues are in disagreement
