OBHR exam 2 notes

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University of Texas, Dallas *

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3300

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Arts Humanities

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Oct 30, 2023

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docx

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Issue Matrix Important to the other side, easy for you go give storytelling issues. Important to the other side important to you contentious issues Not important to the other side not important to you. Easy for the other side to give important to you trade-off issues. Multiple equivalent simultaneous offers (meso) Negotiate issues simultaneously, not sequentially Make package deals, not single-issue offers Bundle alternative proposals Make multiple offers of equivalent value simultaneously Don’t negotiate during the job interview because you may seem greedy or mean additionally because you don’t even have a job offer yet so don’t negotiate during the job interview. Negotiate after you have received a written offer letter. Never reveal your BATNA to your counterpart you will lose your leverage Rational focus on them (on your counterpart I believe) Persuasion Don’t lie about your BATNA Point offer at the negotiation Talk first first move advantage.
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