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Overview

Overview. For next week’s class Syllabus Edit - October 1 & 2 Ali & Elvis Negotiations Distributive Bargaining Feedback. Homework. Pepulator – Prepare for in-class negotiation (No need to fill out planner Read Shell Negotiate the Haggle Exercise (Journal by 9/24)

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Overview

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Presentation Transcript

  1. Overview • For next week’s class • Syllabus Edit - October 1 & 2 • Ali & Elvis Negotiations • Distributive Bargaining • Feedback

  2. Homework • Pepulator – Prepare for in-class negotiation (No need to fill out planner • Read Shell • Negotiate the Haggle Exercise (Journal by 9/24) • Complete MODE Instrument (Submit scores via e-mail by 9/12 1 pm)

  3. Ali & Elvis Negotiations • Groundrules • Pairings • Review • Feedback

  4. Distributive Bargaining • Claiming Value • Zero Sum

  5. Distributive Bargaining Concepts • Reservation Point • No-Agreement Alternatives - BATNA • Target Point • Focal Point • ZOPA • Positioning

  6. Distributive Bargaining - Concepts • Leverage • Positive • Negative • Normative • BATNA/WATNA/MLATNA • Opening Offer • Anchoring • Concessions • Counteroffers

  7. Distributive Bargaining – Information Management • Get • Give • Guard

  8. Ali & Elvis Feedback • Effective Feedback • Concrete and specific • Convey what you saw and heard • Perceptions rather than judgments • Fill out form • Share feedback in pairs • Turn in

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