BUS 485 Lecture Notes - Lecture 2: Egocentrism, Satisficing, Twin

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

Document Summary

Negotiation = interpersonal d-m process necessary when =/= achieve objectives single-handedly: key cmns & influence tool inside/outside the company, major neg skills: creating value, claiming value, building trust. Most people =/= good at neg & think their peers are ineffective negotiators. People are reluctant to behavior, experience w/new courses of action b/c risk of mistakes. False assumptions/myths about negs: negs = fixed sum/pie (what is good for one is what is bad for another) In reality, most are variable-sum if work together, will create more joint value: you need to be either tough or soft. In reality, effective negs are principled and follow enlightened view of neg, recog that must work effectively w/other party (cooperate) to achieve own outcomes & need to leverage own power/strengths. This approach follows a fraternal twin model assumes that the other person is every bit as motivated, intelligent, prepared as you are (=/= outsmart/trick the other party)