Negotiation - KeynesYouDigIt/Knowledge GitHub Wiki
Final-offer Arbitration
Encourages the other party to be more reasonable.
If these 4 criteria are met:
- You have made a reasonable offer that has been countered with an unreasonable one
- You are confident of what a fair resolution would be
- Escalating the dispute into litigation would be costly
- Neither side can easily walk away
You can choose an arbiter to pick whichever offer is more reasonable, but may not split the difference.
Negotiating With Liars
- Reciprocity principle - revealing something of strategic relevance first encourages them to do the same
- People have a harder time negating a true statement than affirming a false one
- Look out for dodges by writing your question down, and writing their answer next to it
- Don't overstate your confidentiality, it makes people clam up
- Introduce contingency clauses to the negotiation based on the veracity of what you've been told