a negotiator should thus always make the lowest offer that he or she can rationallydefend
bracketing?
a negotiator should take advantage of the initial offer made by the other party
unreciprocated concession?
a party should be aware of giving away to much infomation
excessive position change?
negotiators should monitor concessions to make sure their concessions are not larger than those being made by the other side
threats warnings and ultimatums?
making use of warnings rather than threats, and only use ultimatums if you are prepared to follow through with it
promises?
a promise is more likely to generate a positivereaction from the other party than a threat or warning
apologies?
demises the emotional tension of the negotiation and allows parties to focus on constructive ways to resolve a conflict
game theory lessons?
pick the strategy with the maximum advantage for yourself, reduce the available variables, trust and credibility, reliability is encouraged by the continuity of relationships, you get what you give and mix up strategies
competitive bargaining phases?
Preparation: Identifying issues, establishing bargaining ranges, and planning strategies.
Opening: Justifying positions, setting boundaries, and gathering information.
Bargaining: Signal willingness to move positions, propose concessions, and package proposals.
Closure: Often rooted in win-loseoutcomes, may involve walkouts or threats to close negotiations.
collaborative bargaining Phases?
Supporting Factors: Common objectives, mutualtrust, informationexchange, and effectivecommunication.
Problem Definition: Define problems and goals collaboratively, depersonalize issues.
Generating Ideas: Brainstorm solutions based on interests, not positions.
Finding Solutions: Evaluate and narrow down options, focus on mutualbenefits.
