Introduction to Negotiation
🏷️ MOOCS
Week 1
The pie: how much two parties A and B can achieve by working together than they can get if they don’t reach an agreement
The pie = net benefit from working together - (A’s net benefit + B’s net benefit)
Week 2
Never say no. Let the other say
Week 3
Pareto optimality: If everyone prefers B over A, never choose A
Don’t fight fire with fire
Week 4
Anchoring
- Starting too low or too high may be counter productive
- A low anchor might help get a higher price
Don’t lie
Week 5
Added value: the size of the pie when the player is in the game minus the size of the pie when the player is not in the game
The player will never get more than their added value