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Bargaining: Dividing the Pie Without Getting Angry

by Dr. Juan Diaz-Prinz

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      Slides 06 Bargaining NegotiationSkillsStrategies.pdf
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    About the Lecture

    The lecture Bargaining: Dividing the Pie Without Getting Angry by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:

    • Distributive Bargaining
    • Bargaining Process
    • Elements & Agreement
    • Concessions
    • Anchoring

    Included Quiz Questions

    1. Division of fixed resources.
    2. Convergence through concessions.
    3. Neither side wishes to reduce expectations.
    4. Interest-based negotiations.
    5. Dialogue about long-term relationship.
    1. Push for a solution close to the other’s resistance point.
    2. Change the subjective utility of the other side.
    3. Convince other side the offer is the best they will get.
    4. Discuss mutual interests
    5. Create join gains.
    1. Starting
    2. Resistance
    3. Target
    4. Mid point
    5. End point
    1. People expect concessions.
    2. People feel cheated dis no concessions are made.
    3. Take or leave offers are always perceived with scepticism
    4. Concessions are transparent.
    5. Concessions are always fair.
    1. Direct and indirect information.
    2. Priorities and motivation of parties.
    3. Urgency of the other side to make a deal.
    4. By asking the other side.
    5. By asking friends and colleagues.
    1. Allow space for a healthy concession making process.
    2. Do not take back concessions already made.
    3. Recognize generous concessions.
    4. Explain why you have to say no
    5. Be aggressive.

    Author of lecture Bargaining: Dividing the Pie Without Getting Angry

    Dr. Juan Diaz-Prinz

    Dr. Juan Diaz-Prinz


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