BUS 485 Lecture Notes - Lecture 6: Best Alternative To A Negotiated Agreement

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 485
• Professor: Mitra Kiamanesh

Document Summary

Power of alternatives: have great batna great power, most of the time, ppl dont have great batna. Improve their batna by doing: keep your options open, signal your batna, but do not reveal it, assess the other party"s batna. Power triggers in negotiation: social power is the power people have over others, personal power is the freedom people have from other people in terms of decreasing their dependency on others, one trigger of power: posture. Pseudostatus characteristics include sex, age, ethnicity, status in other groups, and cultural background. When a negotiator doesn"t regard these pseudostatus to be significant, if someone else at the bargaining table considers them significant, it may create a self-fulfilling prophesy. Gender: gender and negotiation outcomes, men are more successful than women in terms of pie slicing. They get bigger slice: women set lower aspiration (opening offers) than men. The speaker is aware he is misrepresenting info.