MMI 1050 5th March 2019

How do you go to the balcony in the middle of a negotiation?

- Understand what’s underlying

- Take a physical pause/break
- Organize or re-organize (mentally or manually) – sense of personal control
o In the format of a timeline to give perception of going to the balcony as can see the
entire negotiation that occurred
- Reiterate points

Going to the balcony dissociates yourself from the problem.

1. Seek first to understand  slow things down to learn what the other side wants (don’t be in a
hurry to understand)
2. Know when to deliver your message. Don’t wait to talk, just because there’s a break doesn’t
mean you have to talk.
- Make a rapport = establish a strong connection, doesn’t mean they have to like you
- Matters how you say things = delivery, tone, how you say what you say
- Persuasion: When you persuade someone, you use your own arguments, give up some
of your power

Psychological contract: No rigid set of rules to know that it’s there

- In romantic, work, friend relationship, also in negotiations, especially when it’s long-term
- Implied expectations and obligations
- Might cause drift if unfulfilled
- Doesn’t matter if the legality is on your side, but this is like a favour

A concession is like an unbalanced trade; takes advantage of the science of giving

- Reciprocity norms  psychological norms

What would you say…?

- When you are in a negative bargaining zone…

 Instead of going back and forth and wasting time, acknowledge there is a negative
bargaining zone, and ask if there’s autonomy. If not, it is okay to end the negotiation.
Make it explicit, depending on the level of authority
- When you are trying to extend the pie…
- When you are counteroffering based on an anchor…
- When you are engaged in an interest-based negotiation (opposed to position-based)…
- When you are dealing with an aggressive negotiation/negotiator
MMI 1050 5th March 2019

 How do you gain control of the situation? If you’re the one yelling, you’re no longer in
the pilot seat