20180801【充实计划】第785期

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充实每一天 发表于 2018-8-1 06:34
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充实每一天 发表于 2018-8-1 06:34
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20180801
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Books: negotiating rationality & Getting past No
Chapter : chapter 1 rational thinking in negotiation & chapter 1 getting ready: overview: breaking through barrier to cooperation & prologue: prepare prepare and prepare
Abstract:
        Rational thinking in negotiation
What is rational negotiation? Negotiation rationally means making the best decision to maximum your interest and knowing how to reach the best agreement, not just any agreement
What are the biases that blind executives to opportunities?
1.        Irrationally escalate your commitment to an initial course of action, even when it is no longer the most beneficial choice;
2.        Assuming your gain must come at expense of the other parties; and missing opportunities for trade-offs that benefit both sides;
3.        Anchoring your judgement upon irrelevant information such as an initial offer;
4.        Being overly affected by the way information is presented to you;
5.        Replying to consider what you can learn by focusing on the other side’s perspective;
6.        Being overconfident attaining outcome that favor you.
An example displayed to testify what is bad negotiation is business fliers, which could earn miles for travel award. Because this lead to an additional estimated 1.5 to 3 billion USD expense. How to get rid of this mess of billion spend? However, Customer loyalty shall take consideration on as well. Personally I would assume if the value of customer loyalty is over than the billion expense, then that is worthy, however if not, no valuable.
        Negotiation, broadly defined, is the process of back-and-forth communication aimed at reaching with others when some of your interests are shared and some are opposed.
        Joint problem solving is a combination of the following two: which is soft on the people and hard on the problem.  There are real-world barriers that get in the way of cooperation. The five common ones are your reaction, their emotion, their position, their dissatisfaction, their power.  The corresponding breakthrough strategy is
step 1. Go to the balcony: Regain your mental balance and stay focused on achieving what you want. A useful image for getting perspective on this situation is to imagine yourself standing on a balcony looking down on your negotiation.
Step 2. Step to their side. Take their side by listening to them, acknowledging their points and their feelings, agreeing with them and showing them respect.
Step 3. Reframe. Accept what they say and reframe it as an attempt to deal with the problem,
Step 4. Building them a golden bridge. Bridge the gap between their interests and yours.  Help them save face and make the outcome look like a victory for them.
Step 5. Use power to educe.

Learning:
Pervasive biases shall recognize firstly and then the corresponding actions shall execute to eliminate these risks or biases.  How to handle other parties’s emotion and attitude, as class learned from booth. It is better to identify what is the common interest instead of your own interest and leverage that to maximize the benefit for both parties.

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