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  • Negotiation Skills - Design

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    Rahul_Ravindra_2899
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    The document discusses the differences between bargaining and joint problem-solving in negotiations. It suggests being allocentric, or understanding the other party's objectives. It asks what the consequences are if negotiations fail, what could be lost, and what each party is looking to gain from the negotiation. The document also defines "the pie" as the additional benefit or value that both parties can achieve by working together compared to working alone without an agreement.

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    The document discusses the differences between bargaining and joint problem-solving in negotiations. It suggests being allocentric, or understanding the other party's objectives. It asks what the consequences are if negotiations fail, what could be lost, and what each party is looking to gain from the negotiation. The document also defines "the pie" as the additional benefit or value that both parties can achieve by working together compared to working alone without an agreement.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    5 views7 pages

    Negotiation Skills - Design

    Uploaded by

    Rahul_Ravindra_2899
    The document discusses the differences between bargaining and joint problem-solving in negotiations. It suggests being allocentric, or understanding the other party's objectives. It asks what the consequences are if negotiations fail, what could be lost, and what each party is looking to gain from the negotiation. The document also defines "the pie" as the additional benefit or value that both parties can achieve by working together compared to working alone without an agreement.

    Copyright:

    © All Rights Reserved
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    Flag for inappropriate content
    of 7

    Split the pie!

    What is the
    pie?
    Bargaining Vs Negotiating

    Bargaining Vs Joint-problem-solving
    BEING ALLOCENTRIC -- THAT WHAT HAPPENS IF THIS WHAT ARE WE LOSING? WHAT ARE WE/OTHERS DO NEGOTIATIONS HAVE TO
    IS, UNDERSTANDING THE NEGOTIATION FAILS? EXACTLY LOOKING FOR IN BE 50-50 WINS?
    OBJECTIVES OF THE OTHER THE NEGOTIATION?
    PARTY
    BEING ALLOCENTRIC -- THAT IS, UNDERSTANDING THE
    OBJECTIVES OF THE OTHER PARTY

    WHAT HAPPENS IF THIS NEGOTIATION FAILS?

    WHAT ARE WE LOSING?

    WHAT ARE WE/OTHERS EXACTLY LOOKING FOR IN THE


    NEGOTIATION?

    DO NEGOTIATIONS HAVE TO BE 50-50 WINS?


    • start with the principle first, get agreement on what the pie is, and
    only then propose the number.
    • The pie is how much more the two parties can create by working
    together compared to what they can create without an agreement.
    • The pie is how much more two parties, A and B, can achieve by
    working together than they can get if they don't reach an agreement.
    • In more technical terms, The pie = net benefit from working together –
    (A’s net benefit on its own + B’s net benefit on its own) where net
    benefit is the benefit leftover after costs.

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