Negotiations By: Andrés Banús & Rita Benmakhlouf.

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Presentation transcript:

Negotiations By: Andrés Banús & Rita Benmakhlouf

School SCHOOL

 The founder was Albert Z Carr, wrote a book called “Business as a Game”. deception  People who adhere to this school admit that deception is essential to effective play in both arenas.  Both player, exhibit a robust and realistic distrust of the other fellow.

 Someone opens, and then people take turns proposing terms to each other. You can play or pass in each round.  The goal is to get the other side to agree to terms that are close as possible to your last proposal.

do not agree  The fact that bargaining is a game, the idealists and the pragmatists do not agree about this idea. impossible  Every player is supposed to know the rules. This is impossible since the rules change in different industries and regions of the world. laws differ  The laws differ even within a single jurisdiction, so often a lawyer is needed to decide what to do.

 Bargaining is an aspect of social life, NOT a special activity.  Home Ethics apply to Work. NOT  Deception is NOT ruled out! (though may be uncomfortable and frowned upon)  Preference to Honesty. School

 Filled with Romanticism. (Draws it’s power from Philosophy & Religion)  Negotiation is NOT a game!  Tie Business with Social Life. School

 In common with the Poker School, they view deception as a necessary part of the negotiation process.  They prefer not to use misleading statements or lie if there is practical alternative.  People adhere to this school more for prudential than idealistic reasons. SCHOOL

 Pragmatist sometimes draw fine distinction between lies about hard core facts of a transaction.  Pragmatists have different technique such as, to avoid answering questions, false justification. SCHOOL

SCHOOL School  Assume you are negotiating to sell a commercial building and the other party asks whether you have another offer. DO NOT (You DO NOT)  What would the three schools recommend?

SCHOOL School Bluff! (LIE) Lie about alternatives. Taking into consideration: 1.Could I easily be found out? 2.Can the bluf help me leverage? Maybe lie about… something else Truth Power! Use facts! Not prone to mislead! Sophisticated! Deceptive Blocking Techniques 5 Techniques 1.Out of Bounds! 2.Ans. Dif. Q. 3.Dodge Q. 4.Ans. Own Q. 5.Change subject

 BLOCK!  Preserve leverage (without being deceptive) Poker Players tend to like more leverage.  Preserve relationships and reputation.  Pragmatics discourage this if if lie may come back to haunt you.

SCHOOL School