Opening stance
Position, mindset you bring to your nego
1. Mirroring effect: The vibe I bring the other party will mirror it
Role of concessions (core of nego)
Know how to package the concessions in the sense that you give them the best concession that is more value to the other party
Initial Concessions:
Be firm on your opening offer, prove arguments and start concessions
Pattern of concession making
Start concessions and leave room to have smaller concession
Last offers
Last concession
Commitment (Threat)
Promise or threat. It reduces the other party option
Characteristics Commitment
- High degree of finality (when and how, timeline)
- High degree of specificity (what and how much)
- Consequences
How to create a commitment?
- Public pronouncement: + people know + pressure
- Linking with an outside base: allies
- Increase the prominence of demands: orally, writing, reading
- Reinforce a commitment
What are the characteristics of Reinforce a Commitment (threat or promise)
- Review similar circumstances and consequences
- Make obvious preparations to carry out the threat
- Create and carry minor threats
Commitments make you look…
Powerful but don’t make you have a better outcome
How to prevent commitments
- Deny them of time
- Ignore the commitment
- pay attention to their frustation
How to solidify commitments
- Identify the significance of the commitment
- Take notes and keep track of the statement: playing with the shame
