Negotiation Class Notes

These were notes from a negotiation class I took years ago. Thought they were worth keeping: All Negotiations Have Structure: It’s important to build coalitions and identify structure in any negotiation. Structure Shapes Strategy: Be flexible, carefully assess potential outcomes. Never say no. Structure Can Be Shaped: Constantly give action times, give and take exercise. […]

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Anchoring

Anchoring or focalism is a term used in psychology to describe the common human tendency to rely too heavily, or “anchor,” on one trait or piece of information when making decisions. During any negotiation (for house, product, or service) it’s almost always best to lead first. For those bold enough to make the initial strike, […]

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