BUSI 2101 Lecture 8: BUSI 2101 Class Notes - Conflict and Negotiations
23 Jan 2018
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A form of interaction among parties that differ in interests, perceptions, and preferences. Process in which one party perceives that its interests are being opposed, threatened, or negatively affected by another party. Accommodation appease(cid:373)e(cid:374)t, satisf(cid:455)i(cid:374)g other part(cid:455)"s (cid:272)o(cid:374)(cid:272)er(cid:374) (lose-win) Compromise midway point, involves give and take by both parties (50-50) Collaboration creative problem-solving approach with desire to satisfy both parties (win-win) Process in which at least two parties with different needs and viewpoints try to reach agreement on matters of mutual understanding. Bargaining approaches: distributive win-lose, fixed resources are divided, competitive conflict management style and winning battle, losing war, integrative win-win, maintaining long term relationships, settlements often consist of a creative solution. Batna best alternative to a negotiated agreement. Reservation point point beyond which you will not accept a deal and will turn to your batna (minimum value willing to accept)
