MGMT2100 Lecture Notes - Lecture 7: Best Alternative To A Negotiated Agreement, Negotiation, Conflict Resolution
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To agree on how to share or divide a limited resource. To create something new that neither party could attain on his or her own. To resolve a problem or dispute between the parties: negotiatio(cid:374) is a (cid:862)pro(cid:272)ess i(cid:374) (cid:449)hi(cid:272)h t(cid:449)o or (cid:373)ore parties e(cid:454)(cid:272)ha(cid:374)ge goods or ser(cid:448)i(cid:272)es a(cid:374)d atte(cid:373)pt to agree upo(cid:374) the e(cid:454)(cid:272)ha(cid:374)ge rate for the(cid:373)(cid:863) The role of batna: alternatives give the negotiator power to walk away from the negotiation. If alternatives are attractive, negotiators can set their goals higher and make fewer concessions. If there are no attractive alternatives, negotiators have much less bargaining power: keys to the distributive bargaining strategies, push for settlement near oppo(cid:374)e(cid:374)t"s resista(cid:374)(cid:272)e poi(cid:374)t, get the other party to change their resistance point. Get the other side to change their resistance point. Integrative strategy is an open, sharing and a creative process.
