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Breakthrough Bargaining
Breakthrough Bargaining
Breakthrough Bargaining
BARGAINING
BY,
Chaithra.N
Carolin Thomas
Shika
Nitigya
Sreeharsh
INTRODUCTION
Negotiation:
ground
STRATEGIC LEVERS
(shadow negotiation)
I. POWER MOVES: Power move are designed to bring
POWER MOVES
Informal negotiation process- two way
they negotiate
There are 3 kinds of power moves
ENLISTING ALLIES
Allies are crucial resource in shadow negotiation (credibility)
Turns up the volume of the incentives or of the pressure
PROCESS MOVES
Influence the negotiation process itself
Bargainers caugh in a dynamics of silence:
When decisions are made without their input
When colleagues interrupt them during the meeting
Dismiss their comments, or appropriate their ideas
BUILD CONSENSUS
APPRECIATIVE MOVES
Change in the rules
Denfense- get off the ground
Not looking only own interest
There are 3 kinds of appreciative moves
THANK YOU