I have writen down some parts of the negotiation lecture given by Larry Loftus from P&G.
First-Planning Questions
What is most important, target or limits? Both. Target is your dream, and limit is the most you will pay before you give up. They are related, but muse be argued independently.
Which is most motivating in a negotiation, the "desire to gain" or the "fear for loss"?Why? Both are key motiviators to achieve full influence. At this section, Larry give us a splendid example frome his family.
Better to pre-plan concessions or stay flexible? Pre-plan so not influenced by excess emotion.
Second-Planning-Key to Winning!
Define Objective & Analyze Environment
Plan to Create Advantageous Relationships
Identify Stengths & weakness (& Strategies)
Determine Goals (with targets & Limits)
Analyze Alternatives Develop Best Options
Question Other Leverage Arear Action Steps
Great Negation Metting Poles & Plan Tactics
Opening Agerda
Last-That is －
The best Negotiation is On Planing - good planning, detail planning throughly and board planning. Please really listen to other side.
