EMBA Negotiations Course Review by Jen Overbeck https://padlet.com/j_overbeck/gf2zyx8nouhzmsig Co-created by the whole class! en-us 2021-02-10 06:02:51 UTC 2021-02-13 10:17:32 UTC hello@padlet.com Preparation, preparation, preparation (80-20 rule) https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198865923

]]> 2021-02-13 06:35:09 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198865923 Use of simple tools https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198865978 2021-02-13 06:35:14 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198865978 BATNA https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866279 2021-02-13 06:35:49 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866279 Preparation = Confidence https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866332 2021-02-13 06:35:57 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866332 Role of Emotions in negotiations https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866785 2021-02-13 06:36:52 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866785 POINTS-GRID https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866909 Being visual in assessing options]]> 2021-02-13 06:37:07 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198866909 Cultures: Honor, Face and Dignity https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867125 2021-02-13 06:37:35 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867125 Leveraging high position and low position https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867379 2021-02-13 06:38:03 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867379 Interpretation of facts https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867488 There's wild variation in results based on how people interpret their role and their position]]> 2021-02-13 06:38:16 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867488 Documenting & thinking about all other parties positions https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867511 2021-02-13 06:38:20 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867511 MESOs and finding interests out of them https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867677 2021-02-13 06:38:37 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867677 Concepts: Congruent, Integrative and Distributive issues https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867722 How issues can in fact add values to both or more parties, instead of being only distributive

]]> 2021-02-13 06:38:43 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867722 Debunking 'don't make 1st offer' https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867750 2021-02-13 06:38:46 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198867750 Reservation Point/BATNA/Aspirtion point https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868079 2021-02-13 06:39:23 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868079 How to buy a car https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868258 2021-02-13 06:39:42 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868258 Clear Preparation - Grid https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868259 2021-02-13 06:39:43 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868259 Ask questions and listen https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868295 2021-02-13 06:39:47 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868295 3d negotiations https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868320 influencing different parties with different contexts]]> 2021-02-13 06:39:51 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868320 Claiming value, Creating value and Maintaining the relationship syukiyoshi https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868554 2021-02-13 06:40:19 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868554 structured tool for quantifying interests in negotiation https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868825 2021-02-13 06:40:52 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868825 Ask questions and listen https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868868 2021-02-13 06:40:57 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198868868 Having a mixture of remote and face 2 face whilst not planned will help us in the real 'COVID' world https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869292 2021-02-13 06:41:49 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869292 Differences in negotiating style between high-powered and low-powered people https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869417 2021-02-13 06:42:05 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869417 Logic Lenses brought interesting dimensions crucial to dealing with cultural, ego & other intrinsic differences, norms & preferences https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869446 2021-02-13 06:42:07 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869446 Experimenting https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869509 Practicing different styles of negotiation to ensure you can handle various scenarios. Can't always be a shark.]]> 2021-02-13 06:42:13 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869509 Practice (w feedback) https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869525 2021-02-13 06:42:15 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869525 Prep doc + Points Grid + Stakeholders mapping https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869633 2021-02-13 06:42:25 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869633 Points Grid https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869698 2021-02-13 06:42:31 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869698 Power posing https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869726 2021-02-13 06:42:34 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869726 Research NOT Assumptions https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869771 2021-02-13 06:42:39 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869771 Being clear on difference between reservation and BATNA https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869865 2021-02-13 06:42:48 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869865 Group think https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869887 One of the cases allowed us to group like minded roles together before we went off individually which made me think about different approaches]]> 2021-02-13 06:42:51 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869887 Sharing information to obtain information - quicker to understand interests and priorities https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869900 2021-02-13 06:42:53 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869900 Over time the value creation approach yields better outcomes. https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869927 2021-02-13 06:42:56 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869927 Knowing your BATNA https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869973 2021-02-13 06:43:02 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198869973 Preparation Template and aiming high https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870044 2021-02-13 06:43:09 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870044 Moves and Turns https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870204 2021-02-13 06:43:28 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870204 Staying true to your preparation through the negotiation https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870267 2021-02-13 06:43:34 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870267 Make the first offer https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870425 2021-02-13 06:43:57 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870425 Test your points grid once you've made it https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870952 2021-02-13 06:44:29 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198870952 Playing high/low https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871050 2021-02-13 06:44:40 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871050 Having Integrity in your negotiations to ensure future value https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871091 Ensure integrative negotiation to build actual value and future value]]> 2021-02-13 06:44:44 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871091 Interest / Rights / Power Based Negotiation https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871096 2021-02-13 06:44:45 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871096 Joint problem solving https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871227 2021-02-13 06:45:01 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871227 Relationships aren't everything https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871246 (in terms of achieving an integrative outcome, intuition implies that a good relationship will get you there, but Thompson proved that it generally results in sub part outcomes with value left on the table. ]]> 2021-02-13 06:45:04 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871246 Understanding the power of multiple offers https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871316 2021-02-13 06:45:11 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871316 Revise your point grid if it doesnt work https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871386 2021-02-13 06:45:19 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871386 Gives a true position of all parties to use for the basis of the negotiation https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871447 2021-02-13 06:45:27 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871447 Don't make two concessions in a row https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871761 2021-02-13 06:46:01 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871761 The ability to test the weightings and the importance of certain parts of the deal for the counter-party https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871779 2021-02-13 06:46:03 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871779 No-one likes yellow cars https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871883 2021-02-13 06:46:15 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198871883 Simple vs complex https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872002 Simulations which enabled role play across the spectrum of negotiations ]]> 2021-02-13 06:46:28 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872002 Ethics in negotiation https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872185 2021-02-13 06:46:42 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872185 MESOs https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872301 opening communication and working through options]]> 2021-02-13 06:46:56 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872301 Generally used alongside a points grid otherwise hard to determine which are you MESO's! https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872372 2021-02-13 06:47:05 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872372 Use creativity and lateral thinking to expand the pie https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872618 2021-02-13 06:47:31 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872618 Use of points grip method to identify and address deal breakers https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872683 2021-02-13 06:47:39 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872683 Power plays can be good in a one off but don't always lead to good outcomes in the long run https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872878 2021-02-13 06:48:01 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872878 Form alliance and establish common ground https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872926 2021-02-13 06:48:05 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198872926 focusing on Aspirational instead of BATNA in the negotiation https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873013 2021-02-13 06:48:13 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873013 clarity around the 3 types of issues in your scoring system so that you can organize and sequence the negotiation accordingly https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873045 2021-02-13 06:48:17 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873045 Sharks https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873142 2021-02-13 06:48:28 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873142 Never give information for free https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873510 2021-02-13 06:49:12 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873510 Its not just economic interests that are important https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873652 2021-02-13 06:49:29 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873652 The power of powerless speech https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873761 2021-02-13 06:49:42 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873761 Threatening pets https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873783 2021-02-13 06:49:44 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873783 LISTEN to not only what is being said but also to the intent and underlying meaning. https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873856 PROBE for more information

]]> 2021-02-13 06:49:53 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198873856 Walk away https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874024 Know when to walk away and don't just make a deal for the sake of it.]]> 2021-02-13 06:50:13 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874024 Use reciprocity https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874160 2021-02-13 06:50:29 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874160 Pause https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874462 2021-02-13 06:51:01 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874462 Don't concede twice in a row https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874499 2021-02-13 06:51:05 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874499 Focusing on your own interests, collaborate but don't compromise https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874683 2021-02-13 06:51:23 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874683 List of your books https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874968 You recommended some books could you please put up a list.]]> 2021-02-13 06:51:54 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198874968 Shifting power balance https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875061 Would have got a lot out of one extra practice learning how to change power balance or use moves and turns if we're on the backfoot]]> 2021-02-13 06:52:04 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875061 How to get non-integrative minded people along https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875088 2021-02-13 06:52:08 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875088 'Strong negotiators' seem to present themselves are hard-bargainers, when this course has shown this stereotype is 'Power' based, not integrative and only play 'bad cop'. So how strong are they really - maybe just arrogant. https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875090 2021-02-13 06:52:08 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875090 Hostage negotiations https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875140 Are the FBI negotiators taught different techniques to the corporate world.  ]]> 2021-02-13 06:52:13 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875140 Might have been cool to read a bit more about real-life negotiations https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875440 2021-02-13 06:52:43 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875440 Get out of your comfort zone syukiyoshi https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875618 2021-02-13 06:52:58 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875618 When to Negotiate, When Not to Negotiate https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875995 2021-02-13 06:53:29 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198875995 Why did my distr https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198877276 2021-02-13 06:55:17 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198877276 Feedback from the negotiations we did. Would have been good to have the other party do a survey to give feedback (or have an observer) https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198877951 2021-02-13 06:56:27 UTC https://padlet.com/j_overbeck/gf2zyx8nouhzmsig/wish/1198877951