NEGOTIATION AS PROBLEM SOLVING 1m44s
- Problem solving is collaborative
- The goal of a negotiation is to get a good deal, not just any deal
THE GOAL IS TO GET A GOOD DEAL 2m13s
- Need to be able to separate what a good deal is from a bad deal
- Need to know our alternative if negotiation fails
WHAT ARE YOUR ALTERNATIVES? 2m29s
- Need to consider what happens if negotiation fails
- Knowing our alternatives is important in negotiations
ALTERNATIVES: WHAT YOU HAVE IN HAND 2m37s
- The person with a better alternative does better in a negotiation
- Understanding our alternative is critical in a negotiation
WHAT IS YOUR RESERVATION PRICE? 2m46s
- Reservation price is the point at which we are indifferent between saying yes or invoking our alternative
- Knowing where our reservation price is important in negotiation
RESERVATION: YOUR BOTTOM LINE 3m1s
- The reservation price is where a no looks as good as a yes
- Aspiration is also important in a negotiation
WHAT IS YOUR ASPIRATION? 3m17s
- Aspiration is an optimistic assessment of what we can achieve
- Knowing our aspirations helps in negotiation
ASSESS 3m40s
- Assessing if we can have influence on the outcome
- Weighing the potential benefits and costs of negotiating
PREPARE 4m4s
- Understanding our interests and the interests of the counterpart
- Preparation is important in negotiation
PACKAGE 7m38s
- Negotiating issue by issue is not effective
- Packaging issues and proposing alternative solutions is beneficial
- Yoking various issues together into a package allows for trading among them
COMMUNAL ORIENTATION 11m36s
- Women are more effective in negotiations when they pair competence with a communal orientation
- Demonstrating concern for others helps in negotiation
FOR WHOM? 13m48s
- Women outperform men in negotiations when representing others
- Women negotiating for themselves are penalized
