Strategic Negotiation and Conflict Management
Parkson Gibson
- Do not tell your offer and Book value first.
- Do not stick to a number. Avoid anchoring around a number.
- First call should be carefully decided.
- Bluff, don't show your cards, Ask interests. Try and find the BATNA of the counterpart.
BATNA: Best alternative to a negotiated agreement
Tale of Star crossed Lovers
- Listen and ask questions. Seek intentions.
- Do not make assumption
- Understand the Question, positions and Interests
- Listening is the biggest skill
- Silence is very loud
Use words carefully,'should' and 'could' are words reminding Moral code.
Conclusion:
- Know your BATNA
- Plan your strategy
- Be modest and humble of how much you know
- Weigh offers carefully
- Offer carefully
- Avoid Winner's Curse
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