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Win-Win Negotiation: Expanding
the pie
MGS 4311 August 30, 2015
1
Faulty Perceptions of Win-Win
Negotiation
• Compromise
• Evan split
• Feeling good
• Building a relationship
August 30, 20...
Telltale Signs of Win-Win Potential
• Does the negotiation contain more than one
issue?
• Can other issues be brought in?
...
A Pyramid Model of Integrative
Agreements
August 30, 2015
4
Expanding the Pie: Strategies That
Do Not Work
• Commitment to reaching the win-win deal
• Compromise
• Focusing on a long...
Expanding the Pie: Strategies That
Work (I)
• Build trust and share information
• Ask diagnostic questions
• Provide infor...
Expanding the Pie: Strategies That
Work (II)
• Structure contingency contracts by capitalizing
on differences
▫ Valuation
...
Stages in the Evaluation of the
Integrative Negotiator
▫ “Old-fashioned” negotiator
▫ “Flower child” negotiator
▫ “Enlight...
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04 win win negotiation expanding the pie

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Faulty Perceptions of Win-Win Negotiation; Telltale Signs of Win-Win Potential; A Pyramid Model of Integrative Agreements; Expanding the Pie: Strategies That Do Not Work; Stages in the Evaluation of the Integrative Negotiator

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04 win win negotiation expanding the pie

  1. 1. Win-Win Negotiation: Expanding the pie MGS 4311 August 30, 2015 1
  2. 2. Faulty Perceptions of Win-Win Negotiation • Compromise • Evan split • Feeling good • Building a relationship August 30, 2015 2
  3. 3. Telltale Signs of Win-Win Potential • Does the negotiation contain more than one issue? • Can other issues be brought in? • Can side deals be made? • Do parties have different preferences across negotiation issues? August 30, 2015 3
  4. 4. A Pyramid Model of Integrative Agreements August 30, 2015 4
  5. 5. Expanding the Pie: Strategies That Do Not Work • Commitment to reaching the win-win deal • Compromise • Focusing on a long-term relationship • Adopting a “cooperative orientation” • Taking extra time to negotiate August 30, 2015 5
  6. 6. Expanding the Pie: Strategies That Work (I) • Build trust and share information • Ask diagnostic questions • Provide information • Unbundle the issues • Make package deals, not single-issue offers • Make multiple offers simultaneously August 30, 2015 6
  7. 7. Expanding the Pie: Strategies That Work (II) • Structure contingency contracts by capitalizing on differences ▫ Valuation ▫ Expectation ▫ Risk attitudes ▫ Time preferences ▫ Capabilities • Resettlement settlements (PreSS) • Postsettlement settlements August 30, 2015 7
  8. 8. Stages in the Evaluation of the Integrative Negotiator ▫ “Old-fashioned” negotiator ▫ “Flower child” negotiator ▫ “Enlightened” negotiator August 30, 2015 8

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