text_TITL pruh_TITL N:\work\projekty\šablony\sablony\logoC.wmf Negotiation – Basic Tips Jan Řezáč 02/05/2016 www.econ.muni.cz pruh+znak_ESF_13_gray4+bily_RGB pruh+znak_ESF_13_gray4+bily_RGB text_zahlavi Content nBATNA n nAnchoring n nHeuristics n nModel Example – multicultural negotiation n www.econ.muni.cz pruh+znak_ESF_13_gray4+bily_RGB pruh+znak_ESF_13_gray4+bily_RGB text_zahlavi Best Alternative to a Negotiated Agreement nThe strategy calls for an alternate plan if the talks start to go out of control n nAn example is for a buyer to request information from more suppliers before commiting n nBATNA should include costs, feasibility, impact and consequences of your alternative n MPV_COMA Communication and Managerial Skills Training www.econ.muni.cz pruh+znak_ESF_13_gray4+bily_RGB pruh+znak_ESF_13_gray4+bily_RGB text_zahlavi Anchoring nAnchoring means that first perception lingers in mind, affecting later perceptions and decisions n nA typical example are companies setting price artificially higher, so they present normal price as a „discount“ compared to the initially high price n nThis phenomenon holds even if the first anchoring number is completely random, and has a surprisingly large effect n MPV_COMA Communication and Managerial Skills Training www.econ.muni.cz pruh+znak_ESF_13_gray4+bily_RGB pruh+znak_ESF_13_gray4+bily_RGB text_zahlavi n MPV_COMA Communication and Managerial Skills Training www.econ.muni.cz pruh+znak_ESF_13_gray4+bily_RGB pruh+znak_ESF_13_gray4+bily_RGB text_zahlavi Heuristics nHeuristics (in psychology) is a practical method to solve problems or calculations not guaranteed to be optimal or perfect n nA typical example of people using heuristics is them trying to avoid losses n nThis is useful to negotiatiors, as they might try to frame all decisions in positive way MPV_COMA Communication and Managerial Skills Training www.econ.muni.cz pruh+znak_ESF_13_gray4+bily_RGB pruh+znak_ESF_13_gray4+bily_RGB text_zahlavi Sources: nGetting to Yes: Negotiating Agreement Without Giving In, Roger Fisher and William L. Ury. 1981 nKahneman, D.; Tversky, A. (1979). "Prospect Theory: An Analysis of Decision under Risk". Econometrica 47 (2): 263–291. nNegotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, Deepak Malhotra, Max H. Bazerman, 2008 n n MPV_COMA Communication and Managerial Skills Training