Short Term Gain Vs Long Term Relationships

Short term gain vs long term relationships

• Needs to be far more focused to express vulnerability

Reflection of the five exercises

• 3 to 5 things that you did well
• What didn’t work so well?
• Self - reflect and what are you strong at? And what do you want to continue to develop?
• Best practices
• Taking a look at what happened in every exercise
• Negotiation checklist
• 4 pages double space
• Email to instructor directly

*Ask to provoke self-awareness, and tell

What does negotiation involve?

• A gap
• A difference in opinion
• Co-dependence, you want something from someone and they want something from you
• People, highly unpredictable
• Collaboration
• Principal vs position behaviour
• Willingness and ability

What personality characteristics do effective negotiators demonstrate?

• Empathy
• Understanding

Verbal, non-verbal and body language adds up to 100%

7% verbal, 38% non-verbal and 55% body language

 An opportunity to interact to opportunistic interaction (gain)

Contextual gain

• Collecting information
• Practicing negotiation

True negotiation - possibility of agreement

Win-lose negotiation (positional)

• Distributive negotiating

Win-win negotiation (principled)

Principled: focusing on interests

• Positions are often clearly stated; interests are not

Celtic luck

• What’s working
• What’s not

• Prepare questions
• Find out interest level
• Is that the best you can do?

• The ticket forces you for a potential alternatives, for something that you do not need or valued
• Resulted in a bigger price
• Have you been to the play off?
• How many games have you seen?
• “I would like to pursue some alternative”

Endowment effect

• Forget about what the face value is on the ticket
• It was given to me, i owned it, i have the rights
• Anything that is an asset, you would attach a value to it

Reservation point

• Do you accept the deal?

Characteristic

• Distributive
• Integrative

What are the three level of negotiation success?

• Win-win
• Mutual
• Pareto-optimal

How realistic is the third level? Is it possible for both parties to only gain based on their interests?

• Yes, expanding the pie
• If there is a degree of empathy, where you can looking out for their interest

Do we need to engage in value claiming or value creating?

• It depends
• There’s a role in both
• Depends if you are looking at a more long term aspect

Chapter 2 “Getting to Yes”

Chapter 2: Separate the people from the problem. Remember that all negotiators are human and can become offended, tired, vengeful, tied to their  positions thanks to ego, and might confuse their own perceptions of the world with objectivereality.In most cases, negotiators have an interest in preserving personal relations with each other  because they will often repeatedly deal with each other. This also greatly speeds and improves future negotiations.People’s perceptions are very important and can’t be dismissed because they don’t fully concord with all the objective facts. Often, different people will focus on different factors and will use those to define the situation—each will have half the picture. You must understand what the two sides think.Realize that your own perceptions and fears color your impressions of the other side’s actions and motives

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