Order Real World Negotiation

Order Real World Negotiation
The purpose of this assignment is to give you experience in recognizing the negotiations that are happening around you all the time, and in identifying the tactics and strategies used. For this reason, you will need to find an outside negotiation situation to describe (BUT NOT ONE THAT YOU WERE INVOLVED IN personally—that will come in the next assignment!). The situation you select may be from real life (current events, or from an interview with someone else who has experienced a complex negotiation), or from a fictional narrative (movie, book, etc.). Try to find a single situation complex enough to contain multiple tactics, but if necessary, you may use several different situations to display different tactics.
Persuasion / Tactics: Please present THREE (3) separate tactics: (bullet points or short paragraphs—4 points each)
For each tactic that you use, describe (a) what the tactic is and how it should work, (b) how it was used in this situation, and (c) whether it was helpful or harmful here. Use the list below for examples, and hints on commonly misunderstood/misused terms.
• Anchoring (saying numbers first with direct effect on the outcome; highball/lowball)
• Agenda Setting (laying out the process for how negotiations will proceed)
• Bogey (pretending something is important when it isn’t)
• Chicken (exchange of threats / reference to power)
• Commitment and Consistency (the other side agrees to parts first, then the whole)
• Contingent Contracts (must be based on the outcome of a FUTURE event)
• Contrast Effects (such as Foot in Door, Door in Face, or That’s Not All)
• Expertise / Authority (not just having expertise, but referring to it as a persuasion tool)
• External Standards
• Fairness (must specify what type—equity, equality, need)
• Flattery / Good Mood
• Good Cop / Bad Cop
• Intimidation / Aggressive Behavior
• Nibble
• Power of Multiple Offers (Reminder: this is not BATNA, it’s options for getting this deal done, such as presenting three offers at once)
• Priming
• Reactance
• Reciprocity (this is not proposing an exchange, it’s mimicking behaviors or making one side beholden to the other through favors or gifts of any kind)
• Reinforcement
• Scarcity (of something other than time—that goes under Time Pressure)
• Show Small Flaws (in yourself, not in the other side’s case)
• Similarity
• Snow Job
• Social Proof
• Timing issues / Time Pressure
Order Real World Negotiation

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