In this case a sister who works in broadcasting in the city, and her brother who is disabled and lives on the family farm, work to find a way to divide realestate their parents left them jointly. They have an offer on the table to buy the property and the sister feels they should accept the offer. But the brother has concerns about where he will live after it's sold, and how he will provide for himself with limited skills and on a fixed income.
This DVD teaches:
Standards - Reservation Points
Before Negotiating:
. Know your best self-help alternative
. Improve your best alternative (BATNA)
. Plan to manipulate their perception of the bargaining zone
. Consider asserting a commitment to a fixed agreement for increased leverage
. Create plausible stance you have less to lose than they if negotiation fails
. Make time your ally: Factor patience into your strategy
. Power results from the parameters of the bargaining zone and controls that zone
. Commit to a fixed amount as a minimum
Standards Give Power
. When options don't solve the problem, use fair, legitimate, external, relevant criteria in claiming value (distributive bargaining)
. Use as a rationale for your proposal
. Use as a defense to their proposal
. Must be researched prior to negotiation
. Should be offered when making proposals
. Power comes from perception of fairness
. Promotes being tough on the problem
. Complements being respectful to parties
. Many types of persuasive standards exist
. Justifies outcome to constituents
. Keeps parties in positive bargaining mode |
