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Re: Getting Started

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Submitted By xingdalu
Words 1666
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10/2/2015

ONLINE MGT 430: NEGOTIATIONS
Week 1: Negotiation Concepts and Styles

“If you’re bold enough to bargain, you can reap big bucks.”
Consumer Reports, August, 2013

• Just 48% of Americans have tried bargaining over everyday goods and services in the past three years (2010 survey)
• Down from 61% in 2007
• 89% who tried on furniture saved an average of $300
• Cell phone plans, eye glasses, credit card fees, doctors, lawyers, jewelry, appliances – what else? Why Don’t We Negotiate More?
• 35% refuse to bargain, period
• 20% of women say it makes them uncomfortable
– Men?

• Why do we feel uncomfortable?
• Ages 18‐29 enjoy it the most, over 60 the least
• 43% who earn less than $50K/yr have tried, compared with 58% of higher earners
Consumer Reports, August, 2013

1

10/2/2015

What is a Negotiation?
“Broadly defined, negotiation is the process of back-and-forth communication aimed at reaching agreement with others when some of your interests are shared and some are opposed.” (Ury, Getting Past No)
“A negotiation is an interactive communication process that may take place whenever we want something from someone else of another person wants something from us” (Shell, Bargaining
For Advantage)

Why Learn to Negotiate Better?
• Personal: Improve your ability to create and claim value for yourself
• Getting a “good deal” in business transactions (car, house, sales contracts)
• Advancing your career (job offers, promotions)
• Resolving interpersonal conflicts (SO, boss, coworkers)

• Non‐Personal: Improve your ability to identify value‐creating opportunities and leverage them to the benefit of everyone involved
• Done well, ALL parties are better off than they would be otherwise Negotiation in Action:
Rick Snyder and Detroit City Council

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