BUS 485 Chapter Notes - Chapter 8: Mental Models, Mental Model, Bargaining

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 485
• Professor: mitra kiamanesh

Document Summary

Chapter 8: creativity and problem solving in negotiations. Most creative are often complex agreements that have several moving parts. Creative aspect downplayed or ignored by people who fixate on competitive aspects: fixed-pie perception. Successful negotiation requires creativity and problem solving: additionally, the process of dividing resources is easier when the pie has enlarged from the creativity and insightful problem-solving strategies. Negotiators mental model shapes their behaviour and affect the course of negotiation: mental model: a personal theory about cause and effect, mental model of negotiation: a personal theory about what behaviour will lead to certain outcome"s. Negotiation skills training: training programs are an effective way for negotiators in improving the ability to reach a win-win. Training programs involve challenging negotiators to complete a negotiation that has integrative potential that may not be obvious: an important aspect of experience and training is for negotiators to reflect after completing negotiations. Bilateral or unilateral training: more training than their opponent.