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Hard vs. Soft Scenarios
تم التحديث: 12/20/2016
Hard vs. Soft Scenarios
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الوصول إلى نعم من خلال التفاوض المبدئي

بواسطة ماريسا مارتينيز

الغوص في مقاربات مختلفة للتفاوض، بما في ذلك التفاوض الصعب مقابل لينة والتفاوض المبدئي. تعرف على كيفية مساعدة القصص المصورة في التحضير والبحث عن جميع البدائل لأي مفاوضات. الحصول على ما تريد عند التفاوض مع هذه الاستراتيجيات للوصول إلى نعم. العثور على معلومات حول خسارة تفقد، والفوز، والفوز خسر المفاوضات في الحصول على نعم عن طريق التفاوض المبادئ.




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القصة المصورة الوصف

Getting to Yes - A series of three narratives illustrating mixtures of hard and soft approaches with BATNA ideas

نص القصة المصورة

  • Both negotiating parties try to push the other towards a desired position, and are not willing to compromise. This can result in "lose-lose" situations if the parties have bottom lines that are mutually exclusive.
  • Hard vs. Hard
  • Opening
  • Saw your ad for the car, are you still asking for $3500?
  • Yeah, that's what it's worth, by the book.
  • Bargaining
  • Well, would you consider $2500?
  • I could go as high as $2800, I suppose.
  • I could do $3200, but definitely not $2500.
  • Result
  • Well, I guess I have to make another insurance payment. I should have gone down to $3000.
  • Great now I'm going to have to rent a car this weekend. I should have just offered to pay the $3100.
  • Hard vs. Soft
  • Both negotiating parties try to push the other towards a desired position, but the soft negotiator is willing to make sacrifices to preserve the relationship of the negotiators. In these negotiations, the result is almost always a "win" for the hard approach, and a "lose" for the soft approach.
  • Hey, John, Maria told me you were selling your car. I'm in the market for one.
  • Well, I was really hoping to spend $2500.
  • $3100 is my absolute bottom line.
  • Just because we're neighbor's doesn't mean I can give you a discount. It's worth $3500.
  • Alright! I got rid of that old clunker, exactly like I planned.
  • I'm glad I could buy the car, I guess, but I wish I hadn't paid so much.
  • Soft vs. Soft
  • Both negotiating parties try to push the other towards a desired position. In these negotiations, the result can often be a "lose-lose" where both parties walk away from a "successful" deal dissatisfied with the results.
  • Hey, John! Maria told me you were selling your car. I thought I might take a look and help you out.
  • That's right. I'm asking $3500 for it.
  • Well, I guess it's only fair to pay you what it's worth...
  • Well, I really couldn't spend much more than $2500.
  • I wouldn't do this for just anybody, but I could let it go for $3000, I suppose.
  • I really wish I had gotten more, but at least Danielle has a new car now.
  • Thanks, Danielle! I really need to sell it. I was hoping to get $3500.
  • Well, that is a fair compromise...
  • I don't need a new car! What was I thinking? I'm glad I could help John though.
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