Harward Negotiating Training Note
2014年从msn space存档中重新恢复出来！
BATNA (Best Alternative To a Negotiated Agreeement)
Negotiation Types
Distributive Negotiation ( also known as "zero-sum negotiation" )
Integrative negotiation ( also known as "win-win negotiation" )
The negotiator's dilemma
Let us never negotiate out of fear, but let us never fear to negotiate.
–John F Kennedy
Multiphase and Multiparty Negotiations
4 concepts of Negotiation
BATNA (best alternatives to a negotiated agreement)
Reservation Price
Zone of possible agreement
value creation through trades
Nine Steps to a Deal
Step 1: Determine satisfactory outcomes
Step 2: Identify opportunities to create value
Step 3: Identify your BATNA and reservation price
Step 4: Improve your BATNA
Step 5: Assess who has authority
Step 6: Study the other side
Step 7: Prepare for flexibility in the process
Step 8: Gather objective criteria to establish fairness
Step 9: Alter the process in your favor
Barriers to Agreement
Die-hard Bargainers
Lack of Trust
Potential saboteurs of a good deal
Differences in gender and culture
Difficulties in communication
Mental Errors
Irrational escalation
Unreasonable expectations
Overconfidence
开天窗，拉认知，订阅「福报」，即刻拥有自己的全模态人工智能。
