CS-NEGOTIATION KEY TAKEAWAYS SESSION 3-4

Adrian Tajmani
MIM Section 5
First we talked about the meaning of negotiating which had a lot of
different interpretations and variations, basically arguing about the
persuasion techniques to be able to obtain something.
Another important concept we discussed is the negotiators dilemma
and that the objective of the negotiation could be either to create
value, hence to cooperate or to claim value, involving competing.
According to each strategy you can manage to get close to the
frontier of maximizing the overall value for both parties before it
begins being competitive again. Therefore, we highlighted the
importance of the communication between the parties and that both
should try to give as many information as possible to reach an
agreement.
Later based on a negotiation case in class, we discussed about
different techniques to negotiate successfully. One of them was to try
to stay inside the ZOPA (zone of possible agreement) and between
the reservation values for each negotiator. Also that usually in the
negotiation debate each person involved anchors along the value
discussed and that it work very well when there is lack of information
as the more information one has the easier it is to destroy an anchor.
Another good strategy was to reach a concession by labeling it
explicitly and then give as much information as there is to bring them
to cooperate expecting reciprocity in exchange.
Finally wrapped up deliberating about the stages of a negotiation and
that usually some people skip the preparation part and get ahead into
the encounter and debate.