Face negotiation theory explains how we manage conflict based on our culture or how we were brought up. The image or “face” we put on for the public correlates with our needs and wants. Individualistic societies like the United States tend to solve conflict through competition or more combative measures while collective societies found [...]
Someone takes a surprise action designed to place them in a favorable negotiating position. The "accomplished fact" affects the final outcome of the negotiation because it alters the balance of power. The strength of Fait Accompli rests in the fact that once a deed is done, it is difficult to undo.
Instead of "falling in love" with a single outcome to a negotiation (i.e. this car is the one I want), it is important to develop several optional outcomes that are acceptable.
Suggest a solution or option to see if the other side "bites."
There is a fixed amount that must be shared by the parties involved in the negotiation. Whatever one party gets comes at the expense of the other party.
There is a fixed amount that must be shared by the parties involved in the negotiation. Whatever one party gets comes at the expense of the other party.
An emotional, physical, and verbal reaction to an offer, then silence to see how the other side may react and possibly modify their offer.
A negotiator is asked to agree to a small favor or statement. Later the negotiator is asked to commit to a larger request. The probability of them agreeing to the second, larger request increases if they have already established their agreement to the small request. People generally have a need to demonstrate consistent behavior.
The Forked Tail Effect: Once we form a negative impression of someone, we tend to view everything else about them in a negative fashion. It is hard to recover from a bad first impression.
Breaking down a problem into solvable parts and creating multiple-issue negotiations from what appear to be single-issue negotiations. This process generally leads to better agreements and more creative Both-Win® agreements where new value is created.