Negotiations occur by choice
Resources are scarce and we need to enter in negotiation with another party to attain
Key terms – Value Claiming and Value Creation
Bring parties to the same levels through claiming value and creating it.
Claim what you value and create value in that
Always aim for top 2 priorities
Distributive. There may not be other options or the other options may not be fair.
Use Integrative when there are other fair options available.
No BATNA in Distributive Bargaining.
There is a high opportunity for conflict within this bargaining.
There is always a problem with honestly, trust and power within a winlose situation.
Emotional Intelligence. Four sections:
1. Self Awareness
2. Self Management
3. Relationship Awareness – How important is the relationship with the other
4. Social Awareness – My Behavior. What is acceptable behavior i