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Multiple Equivalent Simultaneous Offers
Multiple Equivalent Simultaneous Offers (MESO) is a technique used in negotiations. The principle behind MESO is to make multiple offers that are mutually equal in one's mind. By doing this, one can better understand one's partner in a negotiationhis or her interests, expectations, etc. The acronym MESO is used because "of its etymological origins in Greek to mean both 'combining form' and 'middle', suggesting a balance between states. MESOs allow negotiators to collect and integrate complex information, to successfully combine aggressiveness with cooperation, persistence with flexibility. This technique allows negotiators to set the state for the negotiations, to play detective, and to achieve outcomes that would otherwise be difficult to capture." Strategy Robb Mandelbaum of Inc. Magazine wrote: “One way to learn more about your counterpart's preferences is to offer a choice among proposals that emphasize different elements of the deal . . . According to the reactions you get ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Negotiation
Negotiation is a dialogue between two or more people or parties to reach the desired outcome regarding one or more issues of conflict. It is an interaction between entities who aspire to agree on matters of mutual interest. The agreement can be beneficial for all or some of the parties involved. The negotiators should establish their own needs and wants while also seeking to understand the wants and needs of others involved to increase their chances of closing deals, avoiding conflicts, forming relationships with other parties, or maximizing mutual gains. The goal of negotiation is to resolve points of difference, gain an advantage for an individual or collective, or craft outcomes to satisfy various interests. Distributive negotiations, or compromises, are conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Northwestern University
Northwestern University is a private research university in Evanston, Illinois. Founded in 1851, Northwestern is the oldest chartered university in Illinois and is ranked among the most prestigious academic institutions in the world. Chartered by the Illinois General Assembly in 1851, Northwestern was established to serve the former Northwest Territory. The university was initially affiliated with the Methodist Episcopal Church but later became non-sectarian. By 1900, the university was the third largest university in the United States. In 1896, Northwestern became a founding member of the Big Ten Conference, and joined the Association of American Universities as an early member in 1917. The university is composed of eleven undergraduate, graduate, and professional schools, which include the Kellogg School of Management, the Pritzker School of Law, the Feinberg School of Medicine, the Weinberg College of Arts and Sciences, the Bienen School of Music, the McCormick ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Adam Galinsky
Adam Daniel Galinsky (born 1969) is an American social psychologist known for his research on leadership, power, negotiations, decision-making, diversity, and ethics. He is Vikram S. Pandit Professor of Business and Chair of Management Division at Columbia Business School. With Maurice Schweitzer, he is co-author of ''Friend and Foe: When to Cooperate, When to Compete, and How to Succeed at Both'' (2015). Early life and education Adam Galinsky is the son of Dr. David Galinsky and Dr. Maeda Galinsky, long-time professors of psychology and social work, respectively, at University of North Carolina. In high school, he lived with a family in Indonesia. His twin brother is the documentary filmmaker Michael Galinsky. Adam has collaborated with his brother as a producer on Michael's films. Galinsky graduated cum laude with a B.A. in Psychology from Harvard University. He received his M.A. and PhD in Social Psychology from Princeton University. Academic research and teaching Prior to ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Columbia University
Columbia University (also known as Columbia, and officially as Columbia University in the City of New York) is a private research university in New York City. Established in 1754 as King's College on the grounds of Trinity Church in Manhattan, Columbia is the oldest institution of higher education in New York and the fifth-oldest institution of higher learning in the United States. It is one of nine colonial colleges founded prior to the Declaration of Independence. It is a member of the Ivy League. Columbia is ranked among the top universities in the world. Columbia was established by royal charter under George II of Great Britain. It was renamed Columbia College in 1784 following the American Revolution, and in 1787 was placed under a private board of trustees headed by former students Alexander Hamilton and John Jay. In 1896, the campus was moved to its current location in Morningside Heights and renamed Columbia University. Columbia scientists and scholars have ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
