Negotiation

Negotiation

1. Disputes

   • Who is right
   • Who is more powerful
   • Interrelationship among Interests

2. Managerial Decision Making

   • access the necessary resources
   • Overconfidence
     • The overconfidence effect
     • Consider the Opposite

3. Emotions in Negotiation

   • Emotions Can Obstruct a Negotiated Agreement
   • Using Emotions to Move You toward Your Negotiation Goals

4. Staying with No

   • The Neutral No
   • Don’t Weaken Your No
   • Know Your Triggers

5. Harnessing the Science of Persuasion

   • Give What You Want to Receive
   • Use Peer Power Whenever It’s Available
   • Highlight Unique Benefits and Exclusive Information

6. Selecting Strategies

   • Studying Strategies and Tactics
   • Setting Limits
   • Bracketing