School of Architecture and Planning

Your "Axioms" for Negotiation, 17 May 06

Congrats on a great semester. Have a great summer and may your negotiations be smooth!

1. “Listen, don’t wait to talk”
2. Look for difference in interests to create value
3. Control of information is essential to leveraging power
4. Create a bigger pie rather than try to get a bigger slice
5. Create a template before you negotiate
6. Scoring your template as important as template itself
7. Establishing a relationship is an important part of the negotiation
8. Trust is not a given – it has to be earned by…
9. Always try to maximize value
10. Negotiate as a package, rather than point by point
11. Know thy enemy
12. Every party tries to serve its own interests
13. You need to be creative to reach a good solution – connect the 9 dots
14. Use the BATNA to set your reservation price
15. First offer is crucial to framing the rest of the negotiation
16. Commitment can be your best friend or your worst enemy

Announced on 17 May 2006  4:41  p.m. by Taylor Mammen

11.011 Payments for the Cases

The case studies that we have been using in class are important course materials. These are purchased from their publishers, and can therefore be considered one of the required texts for this course.

As you know (it was mentioned during the first couple of class sessions and, I think, is noted on the syllabus), the total cost of the negotiation cases for each student is $22. Please bring a check payable to MIT to class as soon as possible, so that we can repay our lenders!

Again: that's a check, payable to MIT, for $22, ASAP.

Thanks. Hope you're enjoying the cases.

Announced on 08 March 2006  5:23  p.m. by Taylor Mammen