Bargaining: Dividing the Pie Without Getting Angry
Über den Vortrag
Der Vortrag „Bargaining: Dividing the Pie Without Getting Angry“ von Dr. Juan Diaz-Prinz ist Bestandteil des Kurses „Negotiation Skills & Strategies (EN)“. Der Vortrag ist dabei in folgende Kapitel unterteilt:
- Distributive Bargaining
- Bargaining Process
- Elements & Agreement
- Concessions
- Anchoring
Quiz zum Vortrag
What are characteristics of distributive bargaining?
- Division of fixed resources.
- Convergence through concessions.
- Neither side wishes to reduce expectations.
- Interest-based negotiations.
- Dialogue about long-term relationship.
What are the tactics used in distributive bargaining?
- Push for a solution close to the other’s resistance point.
- Change the subjective utility of the other side.
- Convince other side the offer is the best they will get.
- Discuss mutual interests
- Create join gains.
Name three offer points on the settlement range.
- Starting
- Resistance
- Target
- Mid point
- End point
Three interesting observations about concessions.
- People expect concessions.
- People feel cheated dis no concessions are made.
- Take or leave offers are always perceived with scepticism
- Concessions are transparent.
- Concessions are always fair.
How can we assess a resistance point?
- Direct and indirect information.
- Priorities and motivation of parties.
- Urgency of the other side to make a deal.
- By asking the other side.
- By asking friends and colleagues.
What are some tips to avoiding confrontations?
- Allow space for a healthy concession making process.
- Do not take back concessions already made.
- Recognize generous concessions.
- Explain why you have to say no
- Be aggressive.
Dozent des Vortrages Bargaining: Dividing the Pie Without Getting Angry
Dr. Juan Diaz-Prinz
Dr. Juan Diaz-Prinz has spent 15 years working with political, social and economic leaders on improving their conflict management skills. He has taught this subject at various international universities for 13 years. Over the years he has been able to bring together theory and practice of negotiations into a unique approach. Recently, he has been working in the private sector with business leaders to help them find their negotiator's voice.Kundenrezensionen
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