Dr. Burke #3 Mar. 3rd, 2010

In sales we use a 3 step drop sale.  This procedure can explain the topics discussed in this week's readings.  The 3 step drop is to offer a product/service in the biggest package available, then after a refusal, the salesperson drops to the 2nd package for lesser money, and if there is another refusal, then the salesperson drops to the 3rd and final package, which equates to the bare-bone or cheapest package available.  I use this an example to explain how to get the other party to agree to your proposal.  By starting high in a bargaining situation, the person offering has an opportunity to drop down to a previously planned bottom line.  This allows the other party options to agree to things that they might not have thought of when refusing the initial offer(s).

In the Barsky reading for this week, the same example applies.  The preparation for all possible outcomes by a mediator allows for decisions to be made ahead of time if resolution to said conflict seems stalled.  The mediator can enter any mediation and use life experience; as salespersons often do to make their possible customers/clients relate to the salespersons.  Research has shown that if someone sees themselves in your shoes, they have an easier time committing.  This is true with therapy and other professions concerning mental health.  This can also explain poker players and their abilities to read other players before making decisions concerning the current hand being played.  Resolution can result from a well planned strategic attack before any battle begins.  I use the terms strategy, attack, and battle to illustrate the preparedness that most military campaigns face before entering a conflict.  Obviously war is an important aspect of life to consider even when only dealing with minor conflicts or disputes.  Wars are fought as a means to an end, and so should be the strategies to alternative dispute resolutions.