Negotiation : Timing, Framing, And Competitive Negotiation

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II. Beginning the Negotiation: Timing, Framing, and Competitive Negotiation (Little Did I Know How Important These All Were) The first mistake I made was the timing and the framing of the negotiation. Margo and I are both night students so we work during the day and go to school at night. When Friday comes around, we are excited to have an evening without school; however, we are usually exhausted from work and the week’s activities. First, I should have probably waited until Saturday morning to discuss the renewal of the lease and invited Margo to have coffee with me (since coffee is a requirement of law school attendance) so that we were rested, clear-headed, and not as exhausted. Additionally, I should have started and framed the negotiation better since these are important in the beginning of a negotiation. I remember being upset when I walked in the door on Friday afternoon to find Kevin on the couch. I knocked firmly on Margo’s door and told her that I needed to talk to her right now. A negotiation involves both cognitive and behavioral skills. As such, a good negotiator should have a plan that includes: (1) analyzing the problem; (2) planning ideas for a good resolution; and (3) choosing behaviors that fit the situation in order to accomplish those goals. I was emotional and exhausted and I should have been able to better analyze my own issues before trying to attack the roommate issue. Furthermore, I didn’t have a plan for a good resolution. I just knew I didn’t
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