NCR Class 3
The area of overlap between parties’ reservation points.
True or False. Your reservation point determines your negotiated outcome.
True or False. Your target point should be the most important in “claiming” value.
True or False. You should never make the first offer.
True or False. First offers often serve as anchor points and have a .85 correlation with final outcomes.
Only make the opening offer when you are...
Do not let their opening offer change...
what you have prepared.
If they make the opening offer, do not lower your... or change your...
target point, BATNA.
An effective... can help to move the focus away from the opening offer.
When making a counteroffer... (MB)
1. Make it quickly
2. Be prepared to give a reason for it
To make it serve as a better anchor,... your opening offer.
The "chilling effect" refers to when an opening offer...
sours the relationship.
Managers say when faced with an extreme opening offer, they are not... . Instead, they...
insulted, prepare to make concessions.
It is better to make a more extreme estimate of the other party’s... ,and then recalculate based on new information.
4 rules about making concessions. (LDMM)
1. Label them
2. Demand and define reciprocity
3. Make contingent concessions
4. Make them in installments
When demanding and defining reciprocity... (PS)
1. Portray unimportant concessions as important
2. Say no on occasion
NCR Class 3