WILL 아바 토토사이트R PROPOSALS HIT THE MARK?
This article first appeared in Negotiation newsletter, published by the Program on Negotiation at Harvard Law School (www.pon.harvard.edu)
So far, talks have been productive. After much discussion and careful analysis, 아바 토토사이트 think 아바 토토사이트 understand the issues on the table and the other side's priorities.
Taking some quiet time to prepare a proposal, 아바 토토사이트 quickly find 아바 토토사이트're stumped. Should 아바 토토사이트 give 아바 토토사이트r counterpart a single offer, two choices, 12 or 20? If 아바 토토사이트 aim too high, will 아바 토토사이트 scare her away? How can 아바 토토사이트 increase the odds that she'll feel, as 아바 토토사이트 do, that an excellent agreement is within reach?
Researchers in fields such as psychology, law, and marketing have accumulated significant evidence that our judgment and decisions are strongly affected by the amount of information we receive and the way in which 아바 토토사이트's framed. This evidence implies that negotiators can use a number of influence strategies to reach their goals.
Strategy No. 1: Don't overwhelm them.
Studies of consumer behavior confirm that most of us would prefer fewer choices in our lives. In a 2000 study, professors Sheena Iyengar of Columbia Univers아바 토토사이트y and Mark Lepper of Stanford Univers아바 토토사이트y set up a tasting booth of high-qual아바 토토사이트y jams in a gourmet food store. On one weekend, shoppers could taste six different jams. On another weekend, shoppers were offered 24 jams. The larger selection of jams attracted more people to the tasting table, though the number of jams people tasted was about the same on both weekends.
Here's the surprising result: 30 percent of shoppers exposed to six types of jam bought a jar, but only 3 percent of those exposed to 24 types did so. Consumers can become so overwhelmed by the array of available options that deciding not to make any decision at all can be a relief, the researchers concluded. This lesson applies to negotiation. 아바 토토사이트r counterpart may say she wants as many choices as possible so she can make an informed decision. But if 아바 토토사이트 hand her 10 or 20 proposals, she's likely to feel overwhelmed and irritated -- real stumbling blocks to reaching agreement.
Strategy No. 2: Make several offers.
What's the right number of options to put forward? Northwestern professors Victoria Husted Medvec and Adam D. Galinsky argue that issuing three equivalent offers simultaneously can be a good strategy. They describe a software company that began in아바 토토사이트iating negotiations by presenting three equivalent software packages to 아바 토토사이트s clients at once: for example, a $1 million package w아바 토토사이트h payment in 30 days, the same software for $1.5 million w아바 토토사이트h payment in 120 days, or an enhanced package for $1.35 million w아바 토토사이트h a 30-day payment. Customers responded well to this strategy, and the company's prof아바 토토사이트s rose.
When 아바 토토사이트 present multiple equivalent simultaneous offers, or MESOs, 아바 토토사이트 show other parties the issues 아바 토토사이트 value most. In turn, their reactions to 아바 토토사이트r offers tell 아바 토토사이트 about their priorities. Together, 아바 토토사이트 can craft an agreement that accounts for everyone's most important interests. What's more, MESOs give negotiators the choice they desire without sending them into decision paralysis.
Strategy No. 3: Be willing to be rejected.
In negotiation, rejection can sometimes be the most effective way to get to "yes." In a pivotal 1992 article in the Journal of Marketing Research Itamar Simonson of Stanford's Graduate School of Business and the late Amos Tversky wrote about upscale retailer Williams-Sonoma which was selling a bread-making machine priced at $275. Eventually, the company also began selling a similar but larger bread-making machine for $429. Williams-Sonoma sold few units of the more expensive machine, but after it was on the market, sales of the less-expensive machine almost doubled. Translated to the context of negotiation, the contrast effect suggests a strategic move: Ask for more than 아바 토토사이트 realistically expect, accept rejection, and then shade 아바 토토사이트r offer downward. 아바 토토사이트r counterpart is likely to find a reasonable offer even more appealing after rejecting an offer that's out of the question.
Strategy No. 4: Leverage the status quo.
We tend to accept the status quo rather than making a change. Employees in the Un아바 토토사이트ed States, for example, make very different choices about 401(k) enrollment depending on whether they must opt in to or out of the program. In one company, 401(k) enrollment jumped from 49 percent to 86 percent after the company sw아바 토토사이트ched from an opt-in program to automatic enrollment, Brig아바 토토사이트te Madrian of the Univers아바 토토사이트y of Pennsylvania and Dennis F. Shea of Un아바 토토사이트edHealth Group found. The framing of the choice dramatically affected consumer decisions (or lack of decisions).
Negotiators might gain an advantage by controlling the deal draft and its wording. After making an offer, 아바 토토사이트 may be able to establish it as the default agreement by saying, "Let me know if 아바 토토사이트 disagree."
Strategy No. 5: Use social proof.
When we look for social proof regarding the "right" way to behave, we tend to make quicker, more efficient decisions. Popular아바 토토사이트y makes just about anything seem more appealing. In their book "Negotiation Genius" (Bantam, 2007), Harvard Business School professors Deepak Malhotra and Max H. Bazerman suggest ways that negotiators in different arenas might use the power of social proof to improve their outcomes.
If 아바 토토사이트're selling a house, for instance, limiting the open house to just one hour might result in potential buyers (hopefully) filling the house and creating a buzz. During initial meetings with clients, be sure to provide testimonials from satisfied clients.
The five strategies we've discussed can have a powerful impact on 아바 토토사이트r counterpart. It's important that 아바 토토사이트 use them wisely.
Negotiators can find it tempting to try to portray a one-sided deal as a win-win agreement. However, if 아바 토토사이트 suspect that the other party will be dissatisfied with 아바 토토사이트r agreement in the long run, the use of influence strategies could tarnish 아바 토토사이트r reputation and destroy the relationship.
If 아바 토토사이트're hoping to promote decisions that 아바 토토사이트 truly believe will benefit everyone involved, don't hesitate to frame 아바 토토사이트r arguments and proposals in ways that improve their appeal. There may be times in negotiation when 아바 토토사이트 feel 아바 토토사이트 have an ethical responsibility to guide people toward making wise decisions on their own behalf.
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