談判與沖突管理)(2)-文庫吧資料
2024-11-19 22:25本頁面
【正文】 Positions during negotiation,Opening offer opening stance initial concessions role of concessions pattern of concession making final offer,?,Commitment,Establishing a commitment public pronouncement link with an outside ally increase the prominence of demands reinforce the threat or promise,?,Commitment,Abandon a commitment to indicate the conditions under which it applied have changed to let the matter die silently to restate the commitment in more general terms to minimize any possible damage to his selfesteem or to constituent relationships,?,Closing the deal,Provide alternatives assume the close split the difference exploding offers sweeteners,?,Pieslicing strategies,Know your BATNA Research the other party’s BATNA set high aspirations make the first offer counteroffer immediately avoid stating ranges make bilateral concessions use an objectiveappearing rationale to support your offers appeal to norms of fairness do not fall for the “even split” ploy,?,Tactics to use in distributive bargaining,Delay Silence and Bracketing Limited Authority The bottom line No Nibbling,Expectation and control Auction Concessions Rationale Messagesending Deadlines,?,Hardball tactics,Good
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