Negotiation - Revision history

Savoundg: /* Resources */

2020-12-14T17:24:31Z

Resources

← Older revision		Revision as of 17:24, 14 December 2020
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	\|<nowiki>Chris Voss: "Never Split the Difference" \| Talks at Google</nowiki>		\|<nowiki>Chris Voss: "Never Split the Difference" \| Talks at Google</nowiki>
	\|https://www.youtube.com/watch?v=guZa7mQV1l0		\|https://www.youtube.com/watch?v=guZa7mQV1l0
			\|-
			\|How to Negotiate Your Job Offer - Prof. Deepak Malhotra
			\|https://www.youtube.com/watch?v=km2Hd_xgo9Q
	\|}		\|}

Savoundg: /* Bend the reality */

2020-01-17T06:07:14Z

Bend the reality

@@ Line 96: / Line 96: @@
 Bend the reality to change your counterpart expectations.
 * Do not compromise: this means you should never split the difference in order to get a win-win situation, "no deal is better than a bad deal". Indeed, compromising is easy but it never gives satisfactory result.
-* Use time as an ally. Getting to know your counterpart deadline (time constraint) helps. Also, you should not hide your deadline either.
+* Use time as an ally. Getting to know your counterpart deadline (time constraint) helps. But, you should not hide your deadline either.
 * Decision-making is governed by emotion. For instance, the fairness in a negotiation does not always reflect the best economic outcome.
 * Beware on the irrational reaction to unfairness
 === Create Illusion of Control ===
 == Acronyms ==

Savoundg: /* Bend the reality */

2020-01-16T06:54:33Z

Bend the reality

← Older revision		Revision as of 06:54, 16 January 2020
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	=== Bend the reality ===		=== Bend the reality ===
	* Do not compromise		Bend the reality to change your counterpart expectations.
	* Use time as an ally		* Do not compromise: this means you should never split the difference in order to get a win-win situation, "no deal is better than a bad deal". Indeed, compromising is easy but it never gives satisfactory result.
	* ~~decision~~-making is governed by emotion		* Use time as an ally. Getting to know your counterpart deadline (time constraint) helps. Also, you should not hide your deadline either.
			* Decision-making is governed by emotion. For instance, the fairness in a negotiation does not always reflect the best economic outcome.
	* Beware on the irrational reaction to unfairness		* Beware on the irrational reaction to unfairness

Savoundg at 06:46, 16 January 2020

2020-01-16T06:46:00Z

← Older revision		Revision as of 06:46, 16 January 2020
Line 92:		Line 92:

	However, "you're right" is a disaster.		However, "you're right" is a disaster.

			=== Bend the reality ===
			* Do not compromise
			* Use time as an ally
			* decision-making is governed by emotion
			* Beware on the irrational reaction to unfairness

			=== Create Illusion of Control ===

	== Acronyms ==		== Acronyms ==
Line 112:		Line 120:
	* "Never be so sure about what you want"		* "Never be so sure about what you want"
	* "If somebody is talking to you, you got something they want"		* "If somebody is talking to you, you got something they want"
			* "No deal is better than a bad deal" (p. 115)

	== Resources ==		== Resources ==

Savoundg: /* "That's right!" */

2020-01-15T07:38:00Z

"That's right!"

← Older revision		Revision as of 07:38, 15 January 2020
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	Each stage engender more trust.		Each stage engender more trust.

	~~test2~~		Get the counterpart says "that is right" before convincing them of anything. It is generally invisible to them.

	~~test~~		Use all tactics of active listening:
			* Effective Pauses
			* Minimal Encouragers: "Yes", "OK", "Uh-huh", "I see"
			* Mirroring
			* Labeling
			* Paraphrase
			* Summary: Paraphrase and Labeling that would result in a "That's right."

			However, "you're right" is a disaster.

	== Acronyms ==		== Acronyms ==

Savoundg at 17:58, 14 January 2020

2020-01-14T17:58:01Z

← Older revision		Revision as of 17:58, 14 January 2020
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	* behavioural change		* behavioural change
	Each stage engender more trust.		Each stage engender more trust.

			test2

	test		test

Savoundg at 17:52, 14 January 2020

2020-01-14T17:52:15Z

← Older revision		Revision as of 17:52, 14 January 2020
Line 80:		Line 80:
	* behavioural change		* behavioural change
	Each stage engender more trust.		Each stage engender more trust.

			test

	== Acronyms ==		== Acronyms ==

Savoundg at 07:47, 14 January 2020

2020-01-14T07:47:01Z

@@ Line 1: / Line 1: @@
 === The New Rules ===
 Getting to yes with 4 principles
@@ Line 65: / Line 63: @@
 * confirmation: innocent and no promise of action
 * commitment: real deal
 == Quotes==
@@ Line 74: / Line 105: @@
 {| class="wikitable"
 |+
+!
 |-
 |https://www.youtube.com/watch?v=guZa7mQV1l0
 |}

Savoundg at 15:32, 13 January 2020

2020-01-13T15:32:56Z

← Older revision		Revision as of 15:32, 13 January 2020
Line 4:		Line 4:
	BATNA: Best Alternative to a Negotiated Agreement		BATNA: Best Alternative to a Negotiated Agreement

	Getting to yes 4 principles		Getting to yes with 4 principles

	1) separate the person (emotion) from the problem		1) separate the person (emotion) from the problem
Line 25:		Line 25:

	Late night DJ voice		Late night DJ voice


	=== Don't Feel Their Pain, Label It ===		=== Don't Feel Their Pain, Label It ===
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	No:		No:
	* always alters conversation		* always alters conversation
	* ~~starts the~~ of the negotiation		* start of the negotiation
	* provides protection: protects yourself and let the counterpart more easily consider the possibilities		* provides protection: protects yourself and let the counterpart more easily consider the possibilities
	* frequently temporary		* frequently temporary
	* sought by great negotiators		* sought by great negotiators

	~~gives~~ adversary permission to say "no"~~. Then~~, negotiation environment becomes more constructive and collaborative. Letting the counterpart feel they are welcome to say no has a positive impact.		Give the adversary permission to say "no", then the negotiation environment becomes more constructive and collaborative. Letting the counterpart feel they are welcome to say no has a positive impact.

	No may mean: I am not ready yet.		No may mean: I am not ready yet.
Line 68:		Line 67:

	== Quotes==		== Quotes==
			* "Never be so sure about what you want"
	"Never be so sure about what you want" ~~Voss~~		* "If somebody is talking to you, you got something they want"


	"If somebody is talking to you, you got something they want" ~~Voss~~

	== Resources ==		== Resources ==

Savoundg at 02:46, 13 January 2020

2020-01-13T02:46:55Z

← Older revision		Revision as of 02:46, 13 January 2020
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	"If somebody is talking to you, you got something they want" Voss		"If somebody is talking to you, you got something they want" Voss

	== ~~References~~ ==		== Resources ==

			{\| class="wikitable"
	https://www.youtube.com/watch?v=guZa7mQV1l0		\|+
			!
			\|-
			\|https://www.youtube.com/watch?v=guZa7mQV1l0
			\|}