LS235 Lecture Notes - Lecture 2: Stereotype Threat
25 Oct 2016
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Document Summary
Tuesday october 18th 2016 and thursday october 20th 2016. Negotiation is a decision making process among interdependent parties who do not share identical preferences to reach a satisfactory exchange among or between the parties. An aspiration point is a point the negotiator wishes to achieve. A reservation point is the point a negotiator does not wish to go below. A related concept is the best alternative to a negotiated agreement; the lowest acceptable value to even negotiate at all. Distributive bargaining is negotiation that seeks to divide up a fixed amount of resources; a win-lose situation. Available resources are fixed and there is normally a single-issue focus, the primary motivations are winning and losing, the primary interests are opposed to each other and the focus of the relationship is short term. Integrative bargaining is negotiation that seeks one or more settlements that can create a win-win solution.
