Download - Lecture Thirteen Chapter Eleven
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Lecture ThirteenChapter Eleven
Managerial Negotiations
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OTHER THAN WIN-WIN OPTIONS
• WIN- LOSE• LOSE-LOSE
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UNDERSTAND CULTURE
• ASSERTIVE/PASSIVE• QUICK SOLUTIONS/
CAREFUL• PERSONAL
RELATIONSHIPS/ SUPERFICIAL
• POLICY CONTROLLED/ FLEXIBLE
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PERSONAL STYLE
• LOOK AND ACT CONFIDENT– Stay Formal– Project Energy– Well Organized– Clear Vision of Where
Negotiations Are Headed
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ADVERSARY’S STYLE
• FAST-FLASHY (Slick and Smooth)– Razzel-dazzle(Used Car
Salesman)• DICTATORS
– Beat You Into Submission Using Subtle Rational Arguments
• PARENTS– Comfort, Listen, Sooth
and Convince Deal is For Your Own Good
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PURPOSE
• KNOW WHAT YOU WANT. KNOW WHAT IS REASONABLE TO EXPECT– MAXIMUM SUPPORTABLE OUTCOME
(MSO)• One Trip to the Well
– LEAST ACCEPTABLE OUTCOME• Know When to Walk Away
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TIME
• Do Not Reveal the True Deadline
• Be Patient
• Use the Clock to Help Close a Deal
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ENVIRONMENT
• SITE SELECTION– Home Office– Adversary’s Office
• ROOM ARRANGEMENT– Eye Contact– Comfort
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THE MESSAGE• OPENING
– In the USA start general and move quickly to issues.
• CONCESSIONS
– Small, Slow and only in return for other concessions
• QUESTIONS
– Purpose
• Arouse Attention
• Obtain Information
• Stimulate Thinking
• Bring About a Concession or Close
– Only Ask Question to Accomplish Your Goal
– Avoiding
• Answer Part
• Ask for Clarification
• Answer a Different Question
• Answer a Negative With a Positive
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STRATEGIC APPROACHES• SURPRISE
– New goal or concession• BLUFF
– All Hat and No Cattle• DIVERSION
– Cloud Real Need• STACKING
– Borrowed Authority• FAIT ACCOMPLI
– Act As If Already Complete• TAKE IT OR LEAVE IT
– Last and Final• SCREEN
– I Don’t Have Authority• EMOTION
– False Anger, Sadness, Rejection