Bargaining Simulation All Secret Instructions | Massachusetts Institute of Technology - Edubirdie

University:
Massachusetts Institute of Technology
Course:
15.992 | S-Lab: Laboratory for Sustainable Business
Academic year:

2023
Views:

418

Pages:

1
Author:

Warren Garcia

$2 Bargaining Secret Instructions which tilt a simple negotiation away from “splitting the difference” Time: 10 minute limit vs. Don't worry if no settlement—the effect of deadlines Bargaining Range—the effect of expectations and anchoring 50¢ 80¢ $1.30 $1.40 vs. vs. vs. vs. 50¢ $1.30 50¢ $1.40 Constraints on Competitive/Distributive Behavior—the effect of long-term relationships Possible tape recorder You will be dependent on O Public reputation O has had a hard time Tilting toward Competitive/Distributive Behavior—the effect of a tough style, lack of trust You are a battle ax O is untrustworthy - be careful Say as little as possible - be silent Create tension - be tough Classroom Situation: repeating with the same person (the effect of prior negotiations on this negotiation)

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