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Tactics for claiming

Tactics for claiming. Influencing Perceptions. Opening Offers. Make the first offer, if you are prepared Hard versus soft offers N o ranges Immediately re-anchor if the other party opens. Concessions. Plan your concessions Pattern of concessions Magnitude of concessions

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Tactics for claiming

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  1. Tactics for claiming Influencing Perceptions

  2. Opening Offers Make the first offer, if you are prepared Hard versus soft offers No ranges Immediately re-anchor if the other party opens

  3. Concessions Plan your concessions Pattern of concessions Magnitude of concessions Timing of concessions Use “conditional if” proposals

  4. Commitments Credible Visible Irreversible

  5. Objective external rationales • Focal points • Fairness • equality, equity, need • relationships drive judgments about fairness • egocentrism biases judgments • dueling concepts of fairness

  6. Basis for Negotiating Power • Good alternatives • Information • Ability to commit • In sum, ability to influence perceptions

  7. The goal of A Negotiation… …is not to reach an agreement. It’s to reach a good agreement.

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