MHR 505 Lecture Notes - Lecture 8: Best Alternative To A Negotiated Agreement, Puffery
11 Apr 2019
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Document Summary
Resolving conflict through negotiation: distributive: when the goals of two or more people are zero-sum so that one can gain only at the other"s expense; divide up a fixed pie. I want it all: time pressures, good cop, bad cop, ultimatums. Integrative: when parties" goals are linked, but not zero-sum, so that one person"s goal achievement does not block the goal achievement of another; expand the pie: separate the people from the problem, focus on interests, not positions. Situational influences on negotiation: location easier to negotiate on your own turf or neutral, physical setting seating arrangement, etc, audience negotiators are more competitive, make fewer concessions when audience is watching. Common mistakes: not identifying enough trades, overvaluing your assets, power tripping, not knowing what you really want/have (unorganized, binding yourself too tightly to a deal. Ethical pitfalls: lies, puffery, deception, weakening the opponent, strengthening your own position, non-disclosure, change of mind, distraction and maximization.
