Negotiation

Negotiation

1. 3 points

   • issues- contested issue
   • Positions
   • Interests- Reason behind party's position

2. Common Negotiation mistakes

   • Escalation of commitment: continuing to pursue a previously chosen coarse of action caused by biases in perception
   • Belief in the fixed pie- only 1 winner and 1 loser
   • Anchoring- having a standard against future adjustments are measured against based on faulty and incomplete info
   • Over and under confidence
   • failure to do homework
   • framing issues that ignore possibilitie