Kwaliteits samenvatting van alle hoorcolleges van het vak Managing Negotiations: Getting To Yes. Alles is duidelijk met symbolen en dikgedrukte woorden aangegeven.
Managing Negotiations: Getting To Yes
Lecture 1
Negotiating is often learned by practice and feedback (small group of natural neg.)
3 parts in course
1. Rational & strategic
2. Emotional & psychological
3. Cross-cultural
Negotiating by Robbins (2001) - ‘A process in which two or more parties exchange goods or
services and attempt to agree upon the exchange rate for them’
Negotiating by Thompson (2015) - ‘Negotiation is an interpersonal decision-making process
necessary whenever we cannot achieve our objectives single-handedly’
Scope
Types
SINGLE ISSUE, DISTRIBUTIVE NEGOTIATION = One party’s gain is the other
party’s loss
,BARGAINING ZONE / ZOPA
→ Small bargaining zone needs skilled negotiators
→ No bargaining zone – no deal – exercise BATNA/outside option
• Target point/ aspiration point:
Price you would be happy with
• Reservation point:
Price at which you are indifferent between getting the deal or
not getting the deal (worst acceptable outcome)
• Bargaining zone/ zone of possible agreements:
Range between reservation points of both negotiators
How to determine reservation point?
- Before the start of negotiation
- Know consequences of failing and have alternative
- Determine BATNA - Best Alternative To a Negotiated Agreement
o lowest value acceptable
o don’t reach agreement → settle for BATNA
o Any deal higher than your BATNA is better than impasse
o Time sensitive
o Better BATNA = greater power
o Protects against
▪ Accepting an agreement you should reject
▪ Rejecting an agreement you should accept
Negotiation power is
- Not defined by money, power, friends
- But by your alternative (attractiveness of not reaching this specific
agreement)
3 possible problems
, 1. Under-aspiring negotiator: Settles for too low; often, first offer is accepted
immediately
2. Over-aspiring negotiator: Wants to settle for too high; refuses to make concessions
3. Grass is greener negotiator: Doesn’t know what s/he wants to settle for, only that
it’s more/different than what the other party is willing to offer (reactive)
Other rules
- Don’t fall in love with your “goal”
- Keep multiple options open
- Improve BATNA
Lecture 2
BATNA
- Objective based on reality, facts and evidence
- Not based on opponent,
You can
1. Brainstorm your alternatives
2. Evaluate each alternative
3. Attempt to improve your BATNA
4. Determine your reservation price
Benjamin Franklin
- Trades are advantageous to both but both want the best bargain
- Worst outcome is by greed → no outcome at all i.o. advantageous outcome for both
Bazerman & Neale, 1992
- ‘The goal of negotiating is not to reach just any agreement, but to reach an agreement
that is better for you than what you would get without one’
- ‘We are not concerned with “getting to yes”. Our work shows that in many cases, no
agreement at all is better than “getting to yes”’
Game theory
- Understanding situation/game
- Interpreting and revealing information.
- Putting yourself in others’ shoes and predict and influence what they will do.
* Outdoing an adversary if s/he is trying to do the same to you.
* Finding ways to cooperate, even when others are motivated by self-interest, not
benevolence.
- Studies strategic environments (= games) that involve several players who make
choices.
- Identifying determinants of human decisions in strategic situations.
- Mathematical models that describe strategic situations.
Voordelen van het kopen van samenvattingen bij Stuvia op een rij:
Verzekerd van kwaliteit door reviews
Stuvia-klanten hebben meer dan 700.000 samenvattingen beoordeeld. Zo weet je zeker dat je de beste documenten koopt!
Snel en makkelijk kopen
Je betaalt supersnel en eenmalig met iDeal, creditcard of Stuvia-tegoed voor de samenvatting. Zonder lidmaatschap.
Focus op de essentie
Samenvattingen worden geschreven voor en door anderen. Daarom zijn de samenvattingen altijd betrouwbaar en actueel. Zo kom je snel tot de kern!
Veelgestelde vragen
Wat krijg ik als ik dit document koop?
Je krijgt een PDF, die direct beschikbaar is na je aankoop. Het gekochte document is altijd, overal en oneindig toegankelijk via je profiel.
Tevredenheidsgarantie: hoe werkt dat?
Onze tevredenheidsgarantie zorgt ervoor dat je altijd een studiedocument vindt dat goed bij je past. Je vult een formulier in en onze klantenservice regelt de rest.
Van wie koop ik deze samenvatting?
Stuvia is een marktplaats, je koop dit document dus niet van ons, maar van verkoper melissabakker2. Stuvia faciliteert de betaling aan de verkoper.
Zit ik meteen vast aan een abonnement?
Nee, je koopt alleen deze samenvatting voor €9,19. Je zit daarna nergens aan vast.
