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Chapter 3.3 negotiations
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- 1What are the nature of effective negotiations?-both parties are satisfied at its conclusion
-The efficiency of the negotiation (not wasting your or the others time)
-finding creative ways by which to divide a set of goods so that the value of the goods is fully realized or utilized
-preservation of relationship
-minimal wasted resources - 2How to achieve the nature of effective negotiations?-Focus on aspiration target
-framing the discussions around objective standards
-preparation
-make necessary concessions
-package multiple issues - 3What are the negatives-stay away from “distributive results” (winner/loser)
-don’t wanna go issue by issue
-don’t want to have a zero sum game, going back and forth on a single issue
-focus on what each party wants
-don’t wanna do trial and error method - 4What are interests?We want to focus on interests NOT positions
Interests are what motivate the parties to take a particular position or be set on a particular solution (the WHY behind it)
Position is just something they want with no why (no reason) - 5What is the anchoring effect?A psychological phenomenon whereby the first number quoted in a negotiation causes the rest of the negotiation to be based on that number
- 6What are the priorities?You will have to give something up in order to get what you value
- 7What to do when someone is using dirty tactics?-recognize dirty tactic and explicitly raise the issue with the other party
-question it and argue against it
-naming out loud
-remain non-emotional and focus on problem with the eye toward mutual resolution
-do not personally attacked the other party
-Take a break until such behaviour stops - 8What not to do if someone is using dirty tactics?Don’t:
-respond in kind (using dirty tactics back)
-put up with it
-ignore dirty tactics and continue
-make insults regarding a persons nature - 9In a negotiation we should be focusing on:-establish an aspiration target (best case scenario for client)
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- real estate exam real estate Fichas sobre Chapter 3.3 negotiations, creado por Erin O el 21/02/2022.
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- Erin O
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