negotiation subprocesses n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Negotiation Subprocesses PowerPoint Presentation
Download Presentation
Negotiation Subprocesses

Loading in 2 Seconds...

play fullscreen
1 / 7

Negotiation Subprocesses - PowerPoint PPT Presentation


  • 342 Views
  • Uploaded on

Negotiation Subprocesses. Kei Sugimoto Iakovos Vazaios. Negotiating Rationally: The power and impact of negotiator’s frame. Decision making process Parties decide what each will give and take. To reach a “good” agreement. No agreement could be better.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

Negotiation Subprocesses


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
    Presentation Transcript
    1. Negotiation Subprocesses Kei Sugimoto IakovosVazaios

    2. Negotiating Rationally: The power and impact of negotiator’s frame • Decision making process • Parties decide what each will give and take • To reach a “good” agreement. • No agreement could be better Rationality refers to the decision that maximizes the negotiator’s interest

    3. The framing of negotiation • 30$ example • Have you ever purchased an item because “it was too good of a deal to pass up”? • Value to the quality of the transaction What we get for what we pay

    4. The framing of risky Negotiations • The way in which information is framed to the negotiator can have a impact on his/her preference for risk. • The way the problem is framed or presented is playing an important role for the decision. • Give the example with the automobile manufacturing co. and discuss.

    5. The framing of risky Negotiations • Negative frame • Positive frame • The negotiator behaviors may arise from positive and negative frames within the context of the interaction.

    6. The Endowment Effect • Owning something changes the nature of the owner’s relationship to the commodity • After an attachment is formed, the cost of breaking that attachment is reflected in the higher price • Understanding  Add value • Coffee mug example

    7. Conclusion • Framing  Negotiator tactics • The framing effect suggests that to induce concessionary behavior from an opponent • An important component in creating good agreement • To avoid the pitfalls of being framed your negotiating opponent