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Презентация на тему: Games people play: negotiations


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Презентация на тему: Games people play: negotiations


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№ слайда 1 Games people play: negotiations
Описание слайда:

Games people play: negotiations

№ слайда 2 What is Negotiation? DISCUSSION SOLUTION
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What is Negotiation? DISCUSSION SOLUTION

№ слайда 3 Game theory ● Game simulates real life● Includes 5 elements:Players = decision m
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Game theory ● Game simulates real life● Includes 5 elements:Players = decision makersStrategies availableRulesOutcomesPayoffs

№ слайда 4 An Example of Game Theory: The Prisoner's Dilemma
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An Example of Game Theory: The Prisoner's Dilemma

№ слайда 5 Types of negotiations DISTRIBUTIVE Involve win-lose, fixed-amount situations whe
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Types of negotiations DISTRIBUTIVE Involve win-lose, fixed-amount situations wherein one party’s gain is another party’s lossINTEGRATIVE Involve joint problem solving to achieve results benefiting both parties which can lead to win-win or lose-lose outcome

№ слайда 6 Four Key Concepts BATNAReservation PriceZOPAValue Creation
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Four Key Concepts BATNAReservation PriceZOPAValue Creation

№ слайда 7 Know your BATNA! Best Alternative to a Negotiated Agreement (BATNA)Typical examp
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Know your BATNA! Best Alternative to a Negotiated Agreement (BATNA)Typical example: negotiate or go to courtImproving your situationImprove your BATNAIdentify the other side’s BATNAWeaken the other party’s BATNA

№ слайда 8 Reservation Price The least favorable point at which one will accept a dealThe “
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Reservation Price The least favorable point at which one will accept a dealThe “walk-away”Example: you are looking for larger office space. You set your BATNA at $20/SF and your Reservation Price at 30$/SF

№ слайда 9 ZOPA Zone of Possible Agreement (ZOPA).The difference between the Seller’s Reser
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ZOPA Zone of Possible Agreement (ZOPA).The difference between the Seller’s Reservation Price and the Buyer’s Reservation Price Seller’s Reservation PriceBuyer’s Reservation Price

№ слайда 10 Question: What will happen if we change points of buyer’s and seller’s reservati
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Question: What will happen if we change points of buyer’s and seller’s reservation price? Buyer’s Reservation Price Seller’s Reservation Price

№ слайда 11 Value Creation Create value = enlarge the pieBasic principles:Seek out shared in
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Value Creation Create value = enlarge the pieBasic principles:Seek out shared interestsPropose mutually beneficial tradesSecure insecure contracts

№ слайда 12 Planning the negotiations:Pre-negotiating ObjectivesWhat is involved? (+extremes
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Planning the negotiations:Pre-negotiating ObjectivesWhat is involved? (+extremes)Goals of oppositionNOT the costs => what is VALUABLE

№ слайда 13 Planning the negotiations:negotiating confidence and powerkeep the negotiation i
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Planning the negotiations:negotiating confidence and powerkeep the negotiation in your controlaim as high as you feel necessary remain flexible know your business

№ слайда 14 Coming to an agreement Write down the termsDiscourage the other side from seekin
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Coming to an agreement Write down the termsDiscourage the other side from seeking further concessionsBe happy =)

№ слайда 15 THANKYOUFORYOURATTENTION!
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THANKYOUFORYOURATTENTION!

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