CHAPTER 2: What To Do Before Negotiation

1. Situation Assessment

1.1. one-shot

1.1.1. Face-to-face

1.1.2. most people nego with social network

1.2. Long-term Repetitive

1.2.1. consider how their relationship evolved & how trust is maintained over time.

2. Mixed-motive Decision Making

2.1. Self-Assessment

2.1.1. what Do I Want?

2.1.1.1. Target point

2.1.1.2. Aspiration Point

2.1.1.3. Problem: Under aspiring, Over Aspiring & Grass-Is-Greener Nego

2.1.2. BATNA

2.1.3. Reservation Point

2.1.3.1. Developing

2.1.3.1.1. Brainstorming

2.1.3.1.2. Evaluate

2.1.3.1.3. Attempt each alternative

2.1.3.1.4. Determine RP

2.1.4. Preparation

2.1.4.1. focal point

2.1.4.2. Sunk Cost

2.1.4.3. Identify Issues

2.1.5. Endowment Effect

2.1.5.1. Adapt different Bargaining Position

2.1.5.1.1. Counterfactual Thinking

2.1.6. Risk-Aversion

2.1.6.1. risk-seeking behaviour

2.1.6.1.1. impact

3. Counterpart's Assessment

3.1. A person who act in accord with his preference

3.2. monolithic

4. Fixed-Pie Perception

4.1. They resign themselve to capitulating to other side

4.2. They prepared themselves for attack

4.3. They compromise

4.4. Believed whatever good for one person must be bad for others