the rational and instinctive models of negotiation - ppt
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The Rational/Choice Model of Negotiation
(and – how negotiation really works)
Noam Ebner, 2003
The Rational / Choice Model of Negotiation
GOAL
STRATEGY
Tactic Tactic Tactic Tactic
Strategic Choice
Avoidance Yielding Competition Compromise Cooperation
Is This Really How We Work?
GOAL
STRATEGYChoice
Tactics
The Hidden Level of Negotiation
PARTY
(GOAL)
ENCOUNTER
Expectations Perceptions
Setting Up the Encounter
PARTY B
GOAL
Expectations Perceptions
PARTY A
GOAL
Expectations Perceptions
ENCOUNTER
What Happens at the Table?PARTY A
GOAL
Expectations Perceptions
REACTION
REACTION
REACTION
ENCOUNTER
PARTY B
GOAL
Expectations Perceptions
What Happens After We Leave the Table?ENCOUNTER
REACTION
REACTION
REACTION
RECONSTRUCTION
Tactics
Strategy
Goal
Tying It All Together
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