May 7 Extra Notes.docx

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Department
Strategic Management and Organization
Course
SMO412
Professor
Angela Karwal
Semester
Spring

Description
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  party?  4. Social Awareness – My Behavior. What is acceptable behavior i
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