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Negotiation Choices

Negotiation Choices. ONE: Most desirable. C: Inform Seller (26%). A: Quickly Accept (45%). B: Counter-offer (29%). ONE: Least desirable. A: Quickly Accept (8%). C: Inform Seller (42%). B: Counter-offer (50%). Opposed views –Buying. OPTIONS BEST WORST A. Accept quickly 45% 8%

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Negotiation Choices

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  1. Negotiation Choices

  2. ONE: Most desirable C: Inform Seller (26%) A: Quickly Accept (45%) B: Counter-offer (29%)

  3. ONE: Least desirable A: Quickly Accept (8%) C: Inform Seller (42%) B: Counter-offer (50%)

  4. Opposed views –Buying OPTIONS BEST WORST A. Accept quickly 45% 8% B. Counter-offer 29% 50% C. Inform seller 26% 42%

  5. Friend-or-Foe exercise Separating fact from fiction at the bargaining table

  6. Truth, lies, and negotiation 1. Hard bargaining: are they really bluffing? 2. Collaboration: are those their real interests or only bargaining chips? 3. Implementation: will they honor their promises? 4. Relationship: do I want to be associated with them? 5. Identity: am I being naïve . . . or cynical? 6. Commitment: are they really going to play “Y”?

  7. Twain: Was Darwin wrong? THEN: “I CANNOT TELL A LIE”

  8. More evidence? NOW: THE TRUTH, THE WHOLE TRUTH, OR . . . SOMETHING LIKE THE TRUTH

  9. Friend or Foe game 1. Pairs of contestants pick teammates 2. The team jointly answers trivia questions 3. Next, in the “trust box,” each player must secretly decide to be friend or foe: If both pick FRIEND, they split the winnings If one picks FOE, he or she gets it all and the teammate gets nothing. If both pick FOE, both get nothing.

  10. The trust box Each player gets to make a statement first Both “friends” and “foes” assert that they will be friends Sometimes there’s mention to confessions that the players have made about past behavior (these are not necessarily significant)

  11. Test your skill 1. Assess if someone is really a friend or a foe 2. Note your confidence in that judgment (high, medium, or low) 3. When you’re done, answer the questions about how you form your judgments

  12. General findings Accuracy rates tend to be just over 50% Secret Service agents average 70% Psychiatrists score above average, as well But best of all are aphasics (inability to understand language)

  13. F/F pair 1 (Greg & Devan)

  14. F/F pair 1 (Greg & Devan) Devan: Okay. First of all, I’m a big fan of you, Kennedy. So, well, my dad is a minister and I’m a daddy’s girl. And unfortunately I told him I was going to be on this show, and he’ll be very disappointed if I vote foe and display greed. So I’m hoping you’ll be partners with me and we both walk away happy. Kennedy: Come on, Greg, you can do the right thing. What do you have to say? Greg: Well, I had a lot of fun playing with you. I think you rule, and I think you deserve part of the money. So hopefully you’ll split it with me (laugh) and not go home with all of it. But, yeah.

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