ADR: chapter 3 reading

a. negotiator style

g richard shell, bargaining for advantage: negotiation strategies for reasonable people.
exercise: "i will give a prize of 1k to each of the first 2 people who can pesouade the person sitting opp to get up, come aroudn the table and stand behind his or her chair." what's your response?
- avoidance: successful negotiation can happen by just not coming to the table to bargain
- compromise: each person agrees to share the gains equally between them.
- accommodation: you can inject yourself into a bargaining position
- competitive strategy:
- collaborative/ problem-solving: how can we both get the full value of what we want?

collaborative is often the hardest to implement. but are extremely important to complext negotiations.

personal bargaining styles stem from many inclinations and predispositions, and are influenced by ephemeral changes.

exercise: imagine you are approaching a traffic intersection and another car is nearing the interesction at the same time. what do you do?
- preparation
- exchange information
- proposition
- commitment to action

many people only feel prepared if they know what they want and what they'll settle for. but if we have few fallback positions, we will not be ready to make concessions if needed.... need to be prepared to look for creative solutions

seven keys to preparation:
- interests
- options
- alternatives
- legitimacy
- communication
- relationship
- commitment

"you can negotiate but you must do your research. come armed with info and you'll be rewarded."

c. approaches to negotation
1. adversarial
"reservation point" - the max amount that a buyer will pay (RP)
the RP is also the minimum amount the seller will accept.
the points inbetween are the bargaining zone
if the seller's RP is higher than the buyer's than there's no bargaining zone.
so knowing where the bargaining zone lies is the most critical info to the negotiator to process.