Negotiation 2.0
Published on Feb 14, 2016
No Description
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PRESENTATION OUTLINE
Negotiation 2.0
Photo by frankieleon
About tonight
- Negotiation 2.0: because the old software just won't load anymore
- Triple bottom line - not just for businesses - a new operating system for all of us
- Values and doing good - why negotiation has moved beyond a transactional tug-o-war and into a purposeful, well-formed outcome for all.
Winning
Photo by Sebastian.gone.archi
Read my mind...
- Massively bold option
- Very safe option
- Bold option
- A little bit bold option
- A little bit safe option
Photo by Sasquatch I
The power of one
Photo by contemplicity
TKI
Untitled Slide
+ Continuity; Mutuality; Reciprocity; Empathy
- Distrust; Provocation; Escalation; Deadlock
Success or failure of any act of communication can often be traced to the first four minutes of a conversation.
Photo by Leo Reynolds
A man convinced against his will
Is of the same
opinion still
There's good in him, I can sense it...
Photo by east_mountain
First offer advantage
Galinsky & Mussweiler
Three experiments explored the role of first offers, perspective-taking, and negotiator self-focus in determining distributive outcomes in a negotiation. Across 3 experiments, whichever party, the buyer or seller, made the 1st offer obtained a better outcome. In addition, 1st offers were a strong predictor of final settlement prices. However, when the negotiator who did not make a 1st offer focused on information that was inconsistent with the implications of the opponent's 1st offer, the advantageous effect of making the 1st offer was eliminated: Thinking about one's opponent's alternatives to the negotiation (Experiment 1), one's opponent's reservation price (Experiment 2), or one's own target (Experiment 3) all negated the effect of 1st offers on outcomes. These effects occurred for both face-to-face negotiations and E-mail negotiations. Implications for negotiations and perspective-taking are discussed.
Photo by EvelynGiggles
Untitled Slide
S-P-A-C-E
- Social awareness - read other's state
- Presence - lean-in; focus
- Authenticity - tone; body language
- Clarity - explaining ourselves
- Empathy - shared feelings between us
