Negotiation Journal

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Negotiation Journal

1. What were your top 3 learning’s gained from the class? 2. What did you learn about yourself in the negotiation exercises? 3. What tactics were useful in the negotiation exercises? For you and the other party? 4. How did preparation affect the outcome of the negotiation exercises? 5. What was the impact of hearing other solutions on your own level of satisfaction? Did you feel better or worse about your negotiation? Why? 6. What did you learn from the guest speaker?

Class 1 & 2 (11/5)

1. 1) The discussion regarding distributive and integrative types of negotiation was an important learning I took from the class. Distributive negotiation aims for one sided gain, leaving the counterpart with less. Whereas, using an integrative approach allows a negotiation to reach a greater sum by actually creating value that might otherwise be left on the table. 2) Another negotiation tool that I learned from the first day of class (and the book) is the importance of developing a BATNA. Although people may often have a backup option when entering a negotiation, I would imagine that they rarely actually prepare a detailed BATNA in advance. More importantly, properly assessing the other side’s BATNA can give you negotiating power and leverage. 3) The third learning that comes to mind is the 2x2 matrix that showed different negation tactics; Accommodating, Avoiding, Integrative, and Competitive. It was very interesting to see them applied during the Luna Pen exercise. I found myself choosing the collaborative option most often (accommodating once as well), which seems to fall right in line with my problem solving nature. 2. I learned that although I might recognize that an integrative approach to negotiations has great benefits, I tend to still naturally act using a more distributive approach. I, like many others, did not disclose the fact that I had 10,000 Excalibur pistons sitting in inventory while negotiating with my...
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