BUS 485 Lecture Notes - Lecture 4: Best Alternative To A Negotiated Agreement, Social Change, Loopback

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

Document Summary

Individualistic: prefers to maximize his own gain and is indifferent to how much the other person is getting. Competitive: prefers to maximize the difference between his own profits and those of the other party. Cooperative: seeks equality and minimize the difference between negotiators" outcomes. Avoid concentrating too much on your bottom line. Get an agent and delegate the negotiation task. Bargain on behalf of someone or something else, not yourself. Say you will have to do better than that because , not yes . Ask more questions than you think you should. Do not haggle when you can negotiate. Always acknowledge the other party and protect that person"s self-esteem. As negotiators become more irritating, stubborn, and unethical, their effectiveness ratings drop. When both negotiators have a cooperative orientation, they can be more effective in terms of maximizing the pie. Do not lose sight of your own interests. Individualists don"t need to worry about this, but cooperators and competitors do.