Negotiation Class
Chapter 1 :
Négotiation the mind and heart
First book in negotiation: 1991
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Why should negotiation be a core management competency?
1. Dynamic nature of business 2. Interdependence Power is the extend to which person A is dependant on person B.
Who have the power? Depends on the needs * Unsubstituable * Important * Scarce: rare 3. Economic forces Because of the economic crisis and the problem of unemployment it’s important to know how to negotiate more than before. 4. Information technology we are connected al the time 5. Globalization * We negotiate everyday with everybody * Dynamic nature of business: we move position all of the time that’s why we always need to negotiate salary, position…
Origin of the world Salary: salt
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The traps of negotiation: 1. Leaving money on the table (lose-lose negotiation) 2. Setting for too little: faire trop de concessions, se contenter de trop peu 3. Walking away from the table 4. Settling for terms worse than your alternative (the agreement bias) céder pour des conditions moins bonnes que son alternative
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Why are people ineffective negotiators? * Egocentrism * Confirmation bias selective perception: people look for information that agree with their point of view * Satisficing * Self-reinforcing incompetence
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Debunking negotiation myths: démistification des mytes de la négo 1. Negotiations are fixed-sum 2. You need to be either tough or soft: être soit dur soit mou 3. Good negotiators are born 4. Life experience is a great teacher 5. Good negotiators take risks 6. Good negotiators rely on intuition : se fient a leur intuition
IMPORTANT RULES: 1. Always start with an extreme offer 2. Never accept
Négotiation the mind and heart
First book in negotiation: 1991
-------------------------------------------------
Why should negotiation be a core management competency?
1. Dynamic nature of business 2. Interdependence Power is the extend to which person A is dependant on person B.
Who have the power? Depends on the needs * Unsubstituable * Important * Scarce: rare 3. Economic forces Because of the economic crisis and the problem of unemployment it’s important to know how to negotiate more than before. 4. Information technology we are connected al the time 5. Globalization * We negotiate everyday with everybody * Dynamic nature of business: we move position all of the time that’s why we always need to negotiate salary, position…
Origin of the world Salary: salt
-------------------------------------------------
The traps of negotiation: 1. Leaving money on the table (lose-lose negotiation) 2. Setting for too little: faire trop de concessions, se contenter de trop peu 3. Walking away from the table 4. Settling for terms worse than your alternative (the agreement bias) céder pour des conditions moins bonnes que son alternative
-------------------------------------------------
Why are people ineffective negotiators? * Egocentrism * Confirmation bias selective perception: people look for information that agree with their point of view * Satisficing * Self-reinforcing incompetence
-------------------------------------------------
Debunking negotiation myths: démistification des mytes de la négo 1. Negotiations are fixed-sum 2. You need to be either tough or soft: être soit dur soit mou 3. Good negotiators are born 4. Life experience is a great teacher 5. Good negotiators take risks 6. Good negotiators rely on intuition : se fient a leur intuition
IMPORTANT RULES: 1. Always start with an extreme offer 2. Never accept