WHEN 토토사이트 무료포인트 환전R THOUGHTS WORK AGAINST 토토사이트 무료포인트 환전
published by the Program on 토토사이트 무료포인트 환전 at Harvard Law School(www.pon.harvard.edu)
In negotiation, we unwittingly operate under a number of systematic and predictable cognitive biases on a regular basis. Many of these errors in thinking result from our tendency to put too much trust in our intuition. In their book, "Judgment in Managerial Decision Making" (Wiley, 2008), professors Max H. Bazerman of Harvard Business School and Don A. Moore of Carnegie Mellon University present five of the most common mistakes they have identified and suggest a number of ways to keep this faulty thinking from ruining 토토사이트 무료포인트 환전r most important talks.
Mistake No. 1: Viewing 토토사이트 무료포인트 환전 as a fixed pie.
Negotiators often falsely assume that their interests are directly opposed to those of their counterparts. The prevalence of competition in our society, ranging from sports to university admissions to corporate promotion systems, can lead us to view many 토토사이트 무료포인트 환전 situations as win-lose. For example, too many negotiators assume that the pie of resources is fixed in size when, in fact, opportunities exist to expand the pie by creating value.
What's more, researchers have found that the belief in a fixed pie causes negotiators to devalue any concession their "adversary" makes.
Solution: Share information. The simplest way to break through the fixed-pie mindset in a negotiation is to disclose information to 토토사이트 무료포인트 환전r counterpart. In particular, try to provide information that could lead to wise trade-offs. If a customer complains about 토토사이트 무료포인트 환전r prices, break down 토토사이트 무료포인트 환전r costs for her and ask whether she is willing to make concessions on delivery time or other issues in return for lower prices. Typically, the discoveries 토토사이트 무료포인트 환전 reach jointly will outweigh the risk that the other side will take advantage of the information 토토사이트 무료포인트 환전 disclose.
Mistake No. 2: Anchoring on the first offer.
Do not be overly affected by the first number that enters the 토토사이트 무료포인트 환전. A high anchor creates expectations that cannot be supported.
Solution: Reject anchors. Unprepared negotiators are far more likely to fall into traps, such as inappropriate anchors, than their prepared counterparts. When 토토사이트 무료포인트 환전 come to the table unprepared, 토토사이트 무료포인트 환전 put 토토사이트 무료포인트 환전rself at a distinct disadvantage. Set concrete goals for the negotiation in advance so 토토사이트 무료포인트 환전 won't be swayed by others' influence tactics and vivid stories.
In addition, keep in mind that 토토사이트 무료포인트 환전r thinking will tend to be more intuitive and less rational when 토토사이트 무료포인트 환전're pressed to make snap decisions. Don't allow other negotiators to force 토토사이트 무료포인트 환전 to give an answer right away. Instead, schedule breaks between negotiating sessions that give 토토사이트 무료포인트 환전 time to think and evaluate.
Mistake No. 3: Escalating commitment.
According to Bazerman and Moore, negotiators have a tendency toward irrational escalation of commitment -- a strong psychological need to justify their prior decisions and behaviors, both to themselves and to others. After 토토사이트 무료포인트 환전've invested a great deal of time and energy in a course of action, it's difficult to know when to quit.
Many of us would rather remain committed to a losing strategy than admit we're throwing good money after bad.
Solution: Don't dwell on the past. Thoughts about the "sunk costs" 토토사이트 무료포인트 환전've invested can keep 토토사이트 무료포인트 환전 plodding forward long after 토토사이트 무료포인트 환전 should quit a negotiation or settle for a disappointing deal. Yet economists tell us that past investments should rarely affect our decisions about the future. At each decision point during 토토사이트 무료포인트 환전r talks, make sure 토토사이트 무료포인트 환전 have a sound basis for escalating 토토사이트 무료포인트 환전r commitment to a deal.
Mistake No. 4: Feeling too confident.
Overestimating the chances that 토토사이트 무료포인트 환전r counterpart will meet 토토사이트 무료포인트 환전r demands is a common and potentially devastating negotiation error. Job seekers, for example, are often overconfident about what the other side will offer them to join an organization. Negotiators who fail to reach agreement after overestimating their value may find they've squandered rare opportunities.
Solution: Consider the opposite. Before 토토사이트 무료포인트 환전 negotiate, reflect on the possibility that 토토사이트 무료포인트 환전r expectations are incorrect -- and actively seek out information that might prove 토토사이트 무료포인트 환전 wrong. During this evaluation process, a trusted outside party, whether an expert within 토토사이트 무료포인트 환전r organization, a consultant, or some other adviser, could be 토토사이트 무료포인트 환전r best resource. Outsiders are likely to offer a more objective view of the negotiation than 토토사이트 무료포인트 환전 could ever manage.
Next, be willing to listen openly to difficult feedback and follow through on it. By accepting 토토사이트 무료포인트 환전r own uncertainty about the future and the other side's interests, 토토사이트 무료포인트 환전 put 토토사이트 무료포인트 환전rself in a position to make proposals that satisfy everyone.
Mistake No. 5: Focusing too narrowly on the issues.
The ability to focus closely on a person or task can be invaluable in many areas of life, including test taking, artistic pursuits, and relationships. Yet in 토토사이트 무료포인트 환전, an overly narrow focus on the issues at stake can be a detriment, according to Bazerman and Moore. In particular, negotiators err by focusing too closely on short-term concerns, on their own desires, and on obvious issues at the expense of new ones.
Bazerman tells the story of two firms that pushed forward a joint venture to market a new product without addressing a number of ambiguities. To date, the companies have spent more than $350 million arguing over which side owns which share of the market. Greater focus on long-term implementation could have staved off this battle.
Solution: Ask questions and make multiple offers. By asking the other party lots of questions about his positions and interests, 토토사이트 무료포인트 환전'll gain a more realistic sense of 토토사이트 무료포인트 환전r chances of getting what 토토사이트 무료포인트 환전 want, now and in the future. In addition, put forth several different offers that 토토사이트 무료포인트 환전 value equally. The other side's reactions to the various proposals will help 토토사이트 무료포인트 환전 identify trade-offs and reformulate packages that show 토토사이트 무료포인트 환전r flexibility and commitment to making a deal.
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