I took a negotiation class a few years ago running through some examples where each side had to negotiate X and got crib sheets talking about what were the different aspects of the negotiation and how much each aspect meant to each person.
We did the exercises and learned lessons but one thing I noticed was that if we threw out conventional negotiation tactics and instead just showed the other person what our value assignment to each aspect was we both ended up maximizing our utility from the negotiation event. So you would think that it would be great to just be an open book when entering a negotiation right?
The problem is that as soon as one person hides any information then the trust factor that makes this work is broken. And for whatever reason (pride or lack of authority) this happens all the time in real life.
That's why I liked this story. Apparently both parties came to the table open and honest about what they wanted and the outcome I thought was favorable to both parties.
I took a negotiation class a few years ago running through some examples where each side had to negotiate X and got crib sheets talking about what were the different aspects of the negotiation and how much each aspect meant to each person.
We did the exercises and learned lessons but one thing I noticed was that if we threw out conventional negotiation tactics and instead just showed the other person what our value assignment to each aspect was we both ended up maximizing our utility from the negotiation event. So you would think that it would be great to just be an open book when entering a negotiation right?
The problem is that as soon as one person hides any information then the trust factor that makes this work is broken. And for whatever reason (pride or lack of authority) this happens all the time in real life.
That's why I liked this story. Apparently both parties came to the table open and honest about what they wanted and the outcome I thought was favorable to both parties.