Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
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  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Meta-Negotiation: Beyond Negotiation

Meta-Negotiation: Beyond Negotiation

Díaz Diesel, Daniel

Paperback

ManagementGeneral Law

ISBN13: 9798615144301
Publisher: Independently Published
Published: Feb 17 2020
Pages: 104
Weight: 0.36
Height: 0.25 Width: 6.00 Depth: 9.00
Language: English
ASYMETRY AND LEVERAGE (San Mateo effect)This work opens an unprecedented path on how to negotiate. All the current bibliography treats the actors in a SYMMETRIC plane of OPPORTUNITIES. But in reality, the actors are ASymmetrically located and this generates a Lever Effect or Leverage, that is to say, that the negotiators have DIFFERENT POWERS, what we have called SPECIFIC NEGOTIATING POWER. Each one will occupy one of these two roles: Pigeon or Falcon. Its success is not in how you negotiate, but what will be your role in the negotiation: Pegeon or Falcon .The META-NEGOTIATION model teaches you to position yourself in a differential place, you work in a different time and space than in the negotiation and thus a MORE SPECIFIC WEIGHT is achieved. This causes a leverage effect called San Mateo Effect (term coined by Luce & Raiffa in 1957, reference is made to the biblical passage: He who has will be given and will be left over, but he who does not have, even what he has it will be removed ), which causes the success of the negotiation.

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