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A critique of the Harvard method and a defence of positional bargaining.
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The Great Negotiation Hoax
Positional Bargaining Revisited
Positional Bargaining
Competitive/Adversarial negotiators move psychologically against their opponents, try to maximize their own returns, strive for extreme results, begin with less realistic opening offers, behave in an adversarial and insincere manner, focus mainly on their own positions rather than rely on objective standards, frequently resort to threats, minimize the disclosure of their own information, are closed and untrusting, endeavour to satisfy the interests of their own side, try to make minimal concessions, and manipulate opponents.
Charles Craver, Negotiator Styles in Bargaining
Principled Negotiation
The Right Way to Negotiate
Principled Negotiation Positional Bargaining
Integrative Distributive
Cooperative Competitive
Collaborative Adversarial
Win-Win Win-Lose
Non Zero Sum Zero Sum
Interests Positions
Back to Common Sense
I refute it thus.
The Invisible Hand
Economic agents seek to maximize their utility
One Size Fits All
Ryanair
$28 million
Emirates
$36 million $23 million
Academic Research
The particulars of a proposed deal define the value of "yes." But how is the value of "no" determined? It depends on how well your interests are served by choosing your best "no-deal" option - the most promising course of action you would take if you decided to say no to the proposed deal.
David A. Lax and James Sebenius3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (2006).
Gobbledygook
“parasitic integration”“negotiauction” “motivated illusion”
“hidden constraint”“deal-design barrier”
Negotiation Training
Provide a method that is easy to remember and use
Plan and conduct a negotiation Master strategy and tactics Improve bottom line
The outcome will depend on the balance of power
Harvard Negotiation Project