BUSI 3706 Lecture Notes - Lecture 1: Negotiation, The Negotiation, Social Comparison Theory
11 Mar 2018
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Document Summary
Week 1 - introduction - the nature of negotiation. Negotiation: negotiation occurs whenever people cannot achieve their own goals without the cooperation of others, negotiations: decision-making situations in which two or more interdependent parties attempt to reach agreement. Negotiation knowledge is drawn from 3 sources: experience - from the number of negotiations that apply in our everyday lives, the internet and media - these report on actual negotiations, social science research. Independent - parties are able to meet their own needs without the help and assistance of others. They can be relatively detached, indifferent and uninvolved with others. Dependent - parties must rely on others for what they need. Interdependent - parties are characterized by interlocking goals, the parties need each other to accomplish their goals. Value claiming and value creation: the structure of the interdependence shapes the strategies and tactics that negotiators employ. In distributive situations, negotiators are motivated to win the competition and beat the other party.
