BUS 485 Lecture 6: Chapter (6)

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

Document Summary

Negs often use power or rights-based arguments when in the heat of the conflict. Neg styles: tough unflinching, high d, little conceding, holds out till the very end. Walks away from potentially profitable interactions & gs a rep for being stubborn: soft offers too many concessions, reveals res pt, gives away too much of the bz. Agrees too readily, never reaps much of the barg surplus. Ppl have diff orientations toward process of neg individualists (seek only gain), cooperative (seek to max joint interests), competitive (seek to max diffs) . not yes : insist on commitments, not just agreements. Strategic issues when it comes to motivational style: myth of the hard bargainer. More irritating, stubborn, unethical effectiveness drops. When both negs have cooperative orientation, can be more effective in max the pie by using more integrative strategies, make more proposals for mutual coordination, use fewer dist tactics.