1. NEGOTIATION/BARGAINING

2. VIEWS DISTRIBUTIVE BARGAINING –DIVIDE A FIXED AMOUNT –WIN-LOSE INTEGRATIVE BARGAINING –TRY TO CREATE WIN-WIN

3. NEGOTIATION SKILLS REMEMBER, IT IS NEGOTIATION NOT WAR! WE ARE OPPONENTS NOT ENEMIES.

4. RESEARCH THE OPPONENT GOALS INTERESTS STRATEGY PREDICT RESPONSES FRAME SOLUTIONS IN TERMS OF HIS/HER INTERESTS

5. BEGIN POSITIVE BEGIN WITH SMALL CONCESSION CONCESSIONS USUALLY RECIPROCATED

6. ADDRESS PROBLEMS FOCUS ON THE PROBLEM DO NOT FOCUS ON PERSONALITIES “MANAGE” EMOTIONS MAY “WIN THE BATTLE BUT LOSE THE WAR”

7. FIRST OFFER IS JUST BEGINNING INITIAL OFFER IS POINT OF DEPARTURE

8. EMPHASIZE WIN-WIN LOOK FOR INTEGRATIVE SOLUTIONS USE ABUNDANCE MENTALITY

9. ACCEPT THIRD PARTY ASSISTANCE IF STALEMATE, USE NEUTRAL 3RD. PARTY

10. HINDERANCES TO NEGOTIATION Robbins, S. (1994). Management, 4th. Ed. Englegood Cliffs: Prentice Hall, 555-556.

11. ESCALATION OF COMMITMENT WON’T PULL OUT OF A “BAD DEAL” “SUNK COSTS” CAN’T BE RECOVERED SHOULD NOT BE CONSIDERED

12. FIXED PIE WIN-LOSE MISS TRADE-OFFS THAT COULD BENEFIT BOTH SIDES

13. ANCHORS GET “HUNG UP” ON SOMETHING –INITIAL OFFER –HAVE TO “WIN” –SET ON A SOLUTION –SET ON A CERTAIN PROCESS –“PUBLIC” STATEMENT

14. FRAMING THE NEGOTIATIONS FRAME OF REFERENCE –A SEEKS $4 RAISE –B OFFERS $2 –IS THIS A $2 GAIN OR LOSS TO A? –B SHOULD TRY TO FRAME AS $2 GAIN.

15. AVAILABILITY OF INFORMTION READILY AVAILABLE = IMPORTANT? –“EXPERIENCE” IS READILY AVAILABLE –VIVID EVENTS READILY AVAILABLE, I.E. REMEMBER MUST DISTINGUISH BETWEEN EMOTIONALY FAMILIAR AND RELEVANT/RELIABLE

16. WINNER’S CURSE REGRET FELT AFTER CLOSING –COULD YOU HAVE GOTTEN BETTER DEAL? –PAY TOO MUCH? REDUCE BY GETTING MORE INFORMATION BEFORE YOU BEGIN

17. OVERCONFIDENCE IN JUDGMENT, CHOICE “EXPERIENCE,” MENTAL SETS –ARE SURE –IGNORE CONTRADICTORY INFO ------------------- –LESSENS INCENTIVE TO COOPERATE