March 11, 2019

- Buying a can of beans at Loblaws. Is it a negotiation? Why no – take it or leave it offer.

There is no control the cashier has, and they have no power to negotiate. You can order
it online so is that a negotiation? Why yes- you are choosing to buy a particular product
or buying from a store because of cost (choice and power).
- In managerial negotiations: three main obstacles. 1. Uncertainty  value can be vague
2. Potential for conflict  we are seeking something that is in contrast to what our goals
3. Limited control  deals are not reached until both parties sign on.
- You make it a negotiation when you engage in it.
- Negotiations is based on what you believe is your source of power.
- Opportunities for negotiation: focusing on what you can do  communication is
possible. 2. Problem solving is possible.
- In this class, the perspective is that of a prospecting mindset. You see negotiation is an
opportunity and what resources you can walk away with based on the deals you can
reach.
- The goal is to evaluate and adjust your habitual styles of negotiation. See what is
working well and what you need to adjust.
 we will look at a variety of strategies to achieve outcomes in your favour.
- Your goal: re-evaluate and assess your habitual negotiation styles. How? 1. Prepare
vigorously. 2. Take risks 3. Increase practice with communication and listening skills.
- Three things that lead to convergence between men and women in negotiation
outcomes. 1. Negotiator experience  more experience you have negotiation less
difference between gender 2. Familiarity with a particular type of negotiation. 3.
Relationships  when women see themselves as negotiation on behalf of others and
are more likely to assert themselves.
- Reservation point  you need to know when you need to walk away. Basically, your
break-even point.
- How do we choose a value when value is vague? We use signposts and anchor. Use a
number that is convenient. Anchoring can happen without us knowing. Anchoring can
exert influence in negotiation. Acknowledging this, what should we do? If it works on us,
it works on other people. So go first. Being aware of anchoring, you can anchor your
counterpart so GO FIRST.
- Promotion goals  say you want to succeed in schools, and you approach it by focusing
on aspirations. Focus is on what you can do. People with promotion goals are more
likely to be negotiators.
- Prevention goals  the way you achieve success is preventing obstacles from getting in
your way. Focus is on the obstacles.