ORGA 314 MC
Card Set Information
ORGA 314 MC
Pre-negotiation "Good Faith Agreements"
Agree to disclose all material information, abstain from using delay tactics, abstain from imposing hardships, and not withhold critical information
Distrust -- Calculus based
the other consistently fails to do as he or she says
Distrust -- Identification
there is a complete lack of empathy and idetification with the other parties desires and intentions
Interest based persuasion
Takes place every time someone frames a sales pitch in terms of the other parties self-interest
used when someone gives an order to someone lower down in a hierarchy
defined as trying to influence someones attitudes, beliefs, or actions by offering reasons and/or evidence to justify a proposal on its merits
attempts to evoke emotions such as hope, desire, or team spirit, to motivate you to adopt an attitude
we prefer to say yes to people we like, a negative relationship distorts almost everything an idea seller says
Self serving role bias
people tend to unconsciously to interpret information pertaining to their own side in a strongly self serving way
we are worse at assessing the other side and we enhance our side and downplay the other sides interests, issues, positions
What is the Goal of Negotiation
To reach a good agreement
the buyer must be willing to pay at least the minimum amount the seller is willing to accept for a trade to take place
A temporary resistance point set slightly ahead of your actual resistance point
Taking a second bite from the apple
after returning from a break, request one more concession to seal the deal.
"waiting in haste"
Fait accompli "taking a chance"
involves offering or declining something in the hopes the other side will react desirably
diverts the other sides attention toward some other issue or matter, this can be used to create a false impression
Hits the other party with as many issues as possible believing that some will stick and be resolved
taking one slice at a time by negotiating the overall contract, project, ect. first and the details separately
Zone of possible acceptance
requires cooperation to elicit information and to use that information to create mutually beneficial options
Fixed prices begin in?
vicious cycles grow out of the widespread human tendency to take an exaggerated view of others percieved hostility or unreasonable behavior
most people tend to assume that their world reflects reality
tendency to seek out information that verifies our preexisting beliefs and to ignore or find flaws with disconfirming information