PSYCH238 Lecture Notes - Lecture 11: European Cooperation In Science And Technology, Horse Length, Best Alternative To A Negotiated Agreement

• School: University of Waterloo
• Department: Psychology
• Course: PSYCH238
• Professor: Doug Brown

Document Summary

Negotiation: a decision making process among interdependent parties who do not share identical preferences to reach a satisfactory exchange among or between the parties. Distributive bargaining: negotiation that seeks to divide up a fixed amount of resources; a win-lose situation. Integrative bargaining: negotiation that seeks one or more settlements that can create a win-win solution. Joint gains: total gains for yourself and the other party. Integrative potential: the potential to increase value in negotiation, when one less preferred issue is traded-off for a more preferred issue. Students who negotiated were able to increase their starting salaries by 7. 4% % of hr officials who say employment offers are negotiable, even in a tough economy. Only 7% of men negotiate and 57% of men negotiate. Boggle study interested in are women less likely to initiate a negotiation. People go to the lab and play boggle (4 round) Told people that they were going to be paid between 3 and 10 dollars.