NCR Class 6

  1. 4 things not to do when dealing with complementary issues. (AALL)
    • 1. Assume a fixed-pie
    • 2. Agree immediately
    • 3. Lie
    • 4. Lead with a compromise
  2. 4 things to do when dealing with complementary issues. (DRDD)
    • 1. Don’t negotiate prematurely
    • 2. Recognize they exist
    • 3. Don’t make unilateral compromises
    • 4. Don’t lie
  3. 3 things not to do when dealing with distributive issues. (LCF)
    • 1. Lead with a compromise
    • 2. Compromise too
    • quickly, too much, or very late
    • 3. Forget that bids reflect the bargaining
    • not settlement zone
  4. 3 things to do when dealing with distributive issues. (APH)
    • 1. Ask for more
    • 2. Persuade (using interests)
    • 3. Hold firm to your target and RP
  5. 2 things not to do when dealing with integrative issues. (FN)
    • 1. Fixed-pie bias
    • 2. Negotiate issues one-at-a-time
  6. 3 things to do when dealing with integrative issues. (PMT)
    • 1. Propose packages and negotiate issues simultaneously
    • 2. Meet interests, not positions
    • 3. Trade-off, don’t compromise
Author
Dbadams94
ID
316065
Card Set
NCR Class 6
Description
NCR
Updated