Flashcards in Communication/Negotiation Deck (5)
Things to consider when preparing the Discussion (4)
What do you want to achieve?
What does the other party want to achieve?
What would be a good compromise?
What is your and the other party's BATNA?
-BATNA = Best alternative to negotiated agreement
What does BATNA stand for
Best alternative to negotiated agreement
Bargaining Tactics (3)
- Door In The Face
Making an extreme request and following up with a more reasonable one
Thats Not All Folks
Increase the offer to reduce the costs
Basically give something for free on top of some product/ service
Tactics involving Commitment and Consistency (2)
-Foot In The Door
escalating pattern of requests
Change terms after the fact, e.g. ask for meeting at 9am and change it to 7am after the person has opted in
commitment is most effective when in public effortful or viewed as internally motivated