MMI 1050 5th March 2019 How do you go to the balcony in the middle of a negotiation? -
-
Understand what’s underlying Take a physical pause/break Organize or re-organize (mentally or manually) – sense of personal control o In the format of a timeline to give perception of going to the balcony as can see the entire negotiation that occurred Reiterate points
Going to the balcony dissociates yourself from the problem.
1. Seek first to understand slow things down to learn what the other side wants (don’t be in a hurry to understand) 2. Know when to deliver your message. Don’t wait to talk, just because there’s a break doesn’t mean you have to talk. - Make a rapport = establish a strong connection, doesn’t mean they have to like you - Matters how you say things = delivery, tone, how you say what you say - Persuasion: When you persuade someone, you use your own arguments, give up some of your power
Psychological contract: No rigid set of rules to know that it’s there -
In romantic, work, friend relationship, also in negotiations, especially when it’s long-term Implied expectations and obligations Might cause drift if unfulfilled Doesn’t matter if the legality is on your side, but this is like a favour
A concession is like an unbalanced trade; takes advantage of the science of giving -
Reciprocity norms psychological norms
What would you say…? -
-
When you are in a negative bargaining zone… Instead of going back and forth and wasting time, acknowledge there is a negative bargaining zone, and ask if there’s autonomy. If not, it is okay to end the negotiation. Make it explicit, depending on the level of authority When you are trying to extend the pie… When you are counteroffering based on an anchor… When you are engaged in an interest-based negotiation (opposed to position-based)… When you are dealing with an aggressive negotiation/negotiator
MMI 1050 5th March 2019
How do you gain control of the situation? If you’re the one yelling, you’re no longer in the pilot seat