Professional Documents
Culture Documents
Negotiation Tactics
Negotiation Tactics
&
3 2013
ikapoutsis@aueb.gr
https://sites.google.com/site/ikapoutsis/
@i_kapoutsis
& 3 , 2013
8
;
;
;
(speed-ups)
.
;
BATNA;
(Cramer vs
Cramer)
;
;
Ilias Kapoutsis
19/4/2013
& 3 , 2013
;
BATNA;
;
;
,
( )
;
;
;
Ilias Kapoutsis
& 3 , 2013
,
;
;
;
BATNA;
BATNA;
;
;
;
( 10, 5,
)
Ilias Kapoutsis
19/4/2013
& 3 , 2013
;
;
;
BATNA;
;
; ( ,
, )
;
;
Ilias Kapoutsis
& 3 , 2013
( Thomas Edison)
(
)
( Muhammad
Ali)
(
20 ,
)
()
(Lowballing)
5.000, !!
6
Ilias Kapoutsis
19/4/2013
& 3 , 2013
( 30.000
)
(
)
Ilias Kapoutsis
& 3 , 2013
(.., )
GRIT (graduated reciprocation in tension
)
( )
Ilias Kapoutsis
19/4/2013
& 3 , 2013
()
Ilias Kapoutsis
& 3 , 2013
10
Ilias Kapoutsis
19/4/2013
& 3 , 2013
;
;
;
;
Ilias Kapoutsis
11
& 3 , 2013
...
( )
-
,
12
Ilias Kapoutsis
19/4/2013
& 3 , 2013
-
,
;
Ilias Kapoutsis
13
& 3 , 2013
14
Ilias Kapoutsis