Business & Economics - Tactical Negotiation Techniques - 24 slides
Explore Tactical Negotiation Techniques, covering In this lecture on MBA Negotiations, participants learn about key negotiation tactics such as anchoring, framing, and.
Topics Covered
Introduction to Negotiation Tactics
Understanding Anchoring Technique
The Psychology Behind Anchoring
Examples of Anchoring in Negotiations
Understanding Timing Strategies
Role-Play: Timing Practice
Debriefing Role-Play Experiences
Analyzing Role-Play Outcomes
Ethical Considerations in Negotiation
Key Researchers in Negotiation Tactics
Theoretical Frameworks in Negotiation
Negotiation Tactics in Real-World Scenarios
Industry Applications of Negotiation Techniques
Future Trends in Negotiation Tactics
Summary of Key Concepts
Conclusion and Takeaways
Q&A Session
Case Study: Successful Anchoring
Framing: Definition and Importance
Types of Framing Techniques
Examples of Framing in Negotiations
Case Study: Framing in Action
Setting Up Role-Play Scenarios
Role-Play: Anchoring Practice
References
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Lewicki, R.J., Barry, B. and Saunders, D.M. (2020) Negotiation. 8th edn. Boston: McGraw-Hill.
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Lewicki, R.J., Barry, B. and Saunders, D.M. (2020) Negotiation. 8th edn. New York: McGraw-Hill.
Lewicki, R.J., Barry, B., and Saunders, D.M. (2020) Negotiation. 8th edn. New York: McGraw-Hill.
Kahneman, D., & Tversky, A. (1974) 'Judgment Under Uncertainty: Heuristics and Biases' Psychological Review.
Tversky, A. & Kahneman, D. (1981) 'Prospect Theory: An Analysis of Decision under Risk.' Econometrica.
Lewicki, R.J. et al. (2016) Negotiation: Readings, Exercises, and Cases. McGraw-Hill Education.
Gelfand, M. (2018). Rule Makers, Rule Breakers. London: Profile Books.
Lewicki, R.J., Barry, B. and Saunders, D. (2021) Negotiation. 8th edn. New York: McGraw-Hill Education.
Kahneman, D., Tversky, A. (1979) Prospect Theory: An Analysis of Decision under Risk. Econometrica.