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“Kwal-Mart?” Simulation Debriefing

“Kwal-Mart?” Simulation Debriefing. “Kwal-Mart?” Simulation Debriefing. Reactions? What did you learn? About negotiation? About your own negotiating style? Did you use recommended techniques? Were they effective?

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“Kwal-Mart?” Simulation Debriefing

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  1. “Kwal-Mart?”Simulation Debriefing

  2. “Kwal-Mart?” SimulationDebriefing • Reactions? • What did you learn? • About negotiation? • About your own negotiating style? • Did you use recommended techniques? Were they effective? • Did you use other techniques, e.g., “hardball” tactics or “dirty tricks”? Were they effective? • What worked best? How do you know?

  3. Solution Key for “Kwal-Mart?” • Find common interests and optimize • Be firm on issues that are important to you • Trade your less important issues (let them have their way) for gains on the ones more important to you (i.e., show where you’re flexible) • Last two points together let you turn what’s distributive on an issue-by-issue basis into integrative packages. You can turn win-lose into win-win with multiple issues.

  4. Hindsight on “Kwal-Mart?” Issues • Notice Differences in Total Value Created -- (Size of the “Total Pie”): 660 to 1140 (avg.= 938) • High scoring negotiators didn’t necessarily squash their opponents -- many “balanced” pairs of scores (roughly) • Is issue-by-issue compromise optimal? • How did some pairs not reach optimal agreement on some issues? • Fixed-pie assumptions? • Failure to discuss interests? • Something else? • How did high-scoring pairs achieve their results?

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