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 [...]
Using monetary components or percentages instead of real money. Things like price-per-pound, price-per-month/day/hour, 3% per year, man-hours-per-unit, etc. "Funny Money" is usually given less value than real money. Funny Money can work for you or against you. If you encounter Funny Money in a negotiation, translate for yourself what it means in real money or [...]
Face is the value a person places on his or her public image, reputation, and status relative to other people involved in the negotiation. Direct threats to face in a negotiation include making ultimatums, criticism, challenges, and insults. When negotiating in a group environment (i.e. there is an audience), "saving face" often becomes very important [...]
The other party will frame their appeal as being the "fair" or "right" way. When you disagree you run the risk of being "unfair" or "wrong."
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.