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What causes perfectly good negotiations not
to turn out successfully?
When your needs, desires, motivations, and experiences (your filters) give you a predisposition that distorts your perceptions and can obstruct your outcomes.
Different filters/biases. (SOAPICL)
- 1. Substantive
- 2. Outcome
- 3. Aspiration
- 4. Process
- 5. Identity
- 6. Characterization
- 7. Loss/Gain
Filter/bias that involves the substance of the negotiation.
Filter/bias that involves the outcome of the negotiation.
Filter/bias that involves meeting interests.
Filter/bias that involves how the negotiation proceeds.
Filter/bias that involves how you define who you are.
Filter/bias that involves how you define the other party.
Filter/bias that involves the risks vs. rewards of an outcome.
Filters can define...
Filters shape... and discussion of...
communication, key issues.
Filters... over time.
Things to take away from class. (PSBDB)
- 1. Prepare
- 2. Stay Calm
- 3. Be Observant
- 4. Don’t Rush to Judgement
- 5. Be Creative!
Different levels of bias affect many... and... decisions and outcomes.
In preparing for negotiation, think through potential... and... and be prepared to avoid the...
developments, outcomes, pitfalls.
“It is better to keep your mouth shut and be thought a fool than to open it and remove all doubt.” – ...
Common negotiation mistakes. (PCOTD)
- 1. Pursuing failing course of action.
- 2. Choosing anchor & sticking to it.
- 3. Overestimating abilities.
- 4. Too quick/easy outcome.
- 5. Defining fairness in your favor.
Things involved in pursuing a failing course of action. (RTS) (#1 mistake)
- 1. Rivalry
- 2. Time pressure
- 3. Scrutiny
Solutions to pursuing a failing course of action. (#1 mistake) (DU)
- 1. Don't dwell on past
- 2. Use advisor
Solutions to choosing an anchor and sticking to it. (Mistake #2) (RPW)
- 1. Reject anchors
- 2. Prepare well
- 3. Write down opening offer
Solutions to overestimating your abilities. (CLB) (Mistake #3)
- 1. Consider the opposite
- 2. Listen to feedback
- 3. Balance optimism/overconfidence
Solutions to an outcome coming too quickly/easily. (Mistake #4) (PA)
- 1. Prepare first offer well
- 2. Aim high
Solutions to defining fairness in your favor. (Mistake #5) (OI)
- 1. Open discussion
- 2. Integrative strategies