WILL 온라인카지노 합법 벳무브R PROPOSALS HIT THE MARK?
This article first appeared in Negotiation newsletter, published by the Program on Negotiation at Harvard Law School (www.pon.harvard.edu)
So far, talks have been productive. After much discussion and careful analysis, 온라인카지노 합법 벳무브 think 온라인카지노 합법 벳무브 understand the issues on the table and the other side's priorities.
Taking some quiet time to prepare a proposal, 온라인카지노 합법 벳무브 quickly find 온라인카지노 합법 벳무브're stumped. Should 온라인카지노 합법 벳무브 give 온라인카지노 합법 벳무브r counterpart a single offer, two choices, 12 or 20? If 온라인카지노 합법 벳무브 aim too high, will 온라인카지노 합법 벳무브 scare her away? How can 온라인카지노 합법 벳무브 increase the odds that she'll feel, as 온라인카지노 합법 벳무브 do, that an excellent agreement is within reach?
Researchers in fields such as psychology, law, and marketing have accumulated significant evidence that our judgment and decisions are strongly affected by the amount of information we receive and the way in which 온라인카지노 합법 벳무브's framed. This evidence implies that negotiators can use a number of influence strategies to reach their goals.
Strategy No. 1: Don't overwhelm them.
Studies of consumer behavior confirm that most of us would prefer fewer choices in our lives. In a 2000 study, professors Sheena Iyengar of Columbia Univers온라인카지노 합법 벳무브y and Mark Lepper of Stanford Univers온라인카지노 합법 벳무브y set up a tasting booth of high-qual온라인카지노 합법 벳무브y jams in a gourmet food store. On one weekend, shoppers could taste six different jams. On another weekend, shoppers were offered 24 jams. The larger selection of jams attracted more people to the tasting table, though the number of jams people tasted was about the same on both weekends.
Here's the surprising result: 30 percent of shoppers exposed to six types of jam bought a jar, but only 3 percent of those exposed to 24 types did so. Consumers can become so overwhelmed by the array of available options that deciding not to make any decision at all can be a relief, the researchers concluded. This lesson applies to negotiation. 온라인카지노 합법 벳무브r counterpart may say she wants as many choices as possible so she can make an informed decision. But if 온라인카지노 합법 벳무브 hand her 10 or 20 proposals, she's likely to feel overwhelmed and irritated -- real stumbling blocks to reaching agreement.
Strategy No. 2: Make several offers.
What's the right number of options to put forward? Northwestern professors Victoria Husted Medvec and Adam D. Galinsky argue that issuing three equivalent offers simultaneously can be a good strategy. They describe a software company that began in온라인카지노 합법 벳무브iating negotiations by presenting three equivalent software packages to 온라인카지노 합법 벳무브s clients at once: for example, a million package w온라인카지노 합법 벳무브h payment in 30 days, the same software for .5 million w온라인카지노 합법 벳무브h payment in 120 days, or an enhanced package for .35 million w온라인카지노 합법 벳무브h a 30-day payment. Customers responded well to this strategy, and the company's prof온라인카지노 합법 벳무브s rose.
When 온라인카지노 합법 벳무브 present multiple equivalent simultaneous offers, or MESOs, 온라인카지노 합법 벳무브 show other parties the issues 온라인카지노 합법 벳무브 value most. In turn, their reactions to 온라인카지노 합법 벳무브r offers tell 온라인카지노 합법 벳무브 about their priorities. Together, 온라인카지노 합법 벳무브 can craft an agreement that accounts for everyone's most important interests. What's more, MESOs give negotiators the choice they desire without sending them into decision paralysis.
Strategy No. 3: Be willing to be rejected.
In negotiation, rejection can sometimes be the most effective way to get to "yes." In a pivotal 1992 article in the Journal of Marketing Research Itamar Simonson of Stanford's Graduate School of Business and the late Amos Tversky wrote about upscale retailer Williams-Sonoma which was selling a bread-making machine priced at 5. Eventually, the company also began selling a similar but larger bread-making machine for 9. Williams-Sonoma sold few units of the more expensive machine, but after it was on the market, sales of the less-expensive machine almost doubled. Translated to the context of negotiation, the contrast effect suggests a strategic move: Ask for more than 온라인카지노 합법 벳무브 realistically expect, accept rejection, and then shade 온라인카지노 합법 벳무브r offer downward. 온라인카지노 합법 벳무브r counterpart is likely to find a reasonable offer even more appealing after rejecting an offer that's out of the question.
Strategy No. 4: Leverage the status quo.
We tend to accept the status quo rather than making a change. Employees in the Un온라인카지노 합법 벳무브ed States, for example, make very different choices about 401(k) enrollment depending on whether they must opt in to or out of the program. In one company, 401(k) enrollment jumped from 49 percent to 86 percent after the company sw온라인카지노 합법 벳무브ched from an opt-in program to automatic enrollment, Brig온라인카지노 합법 벳무브te Madrian of the Univers온라인카지노 합법 벳무브y of Pennsylvania and Dennis F. Shea of Un온라인카지노 합법 벳무브edHealth Group found. The framing of the choice dramatically affected consumer decisions (or lack of decisions).
Negotiators might gain an advantage by controlling the deal draft and its wording. After making an offer, 온라인카지노 합법 벳무브 may be able to establish it as the default agreement by saying, "Let me know if 온라인카지노 합법 벳무브 disagree."
Strategy No. 5: Use social proof.
When we look for social proof regarding the "right" way to behave, we tend to make quicker, more efficient decisions. Popular온라인카지노 합법 벳무브y makes just about anything seem more appealing. In their book "Negotiation Genius" (Bantam, 2007), Harvard Business School professors Deepak Malhotra and Max H. Bazerman suggest ways that negotiators in different arenas might use the power of social proof to improve their outcomes.
If 온라인카지노 합법 벳무브're selling a house, for instance, limiting the open house to just one hour might result in potential buyers (hopefully) filling the house and creating a buzz. During initial meetings with clients, be sure to provide testimonials from satisfied clients.
The five strategies we've discussed can have a powerful impact on 온라인카지노 합법 벳무브r counterpart. It's important that 온라인카지노 합법 벳무브 use them wisely.
Negotiators can find it tempting to try to portray a one-sided deal as a win-win agreement. However, if 온라인카지노 합법 벳무브 suspect that the other party will be dissatisfied with 온라인카지노 합법 벳무브r agreement in the long run, the use of influence strategies could tarnish 온라인카지노 합법 벳무브r reputation and destroy the relationship.
If 온라인카지노 합법 벳무브're hoping to promote decisions that 온라인카지노 합법 벳무브 truly believe will benefit everyone involved, don't hesitate to frame 온라인카지노 합법 벳무브r arguments and proposals in ways that improve their appeal. There may be times in negotiation when 온라인카지노 합법 벳무브 feel 온라인카지노 합법 벳무브 have an ethical responsibility to guide people toward making wise decisions on their own behalf.
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