PSYC*4160 Lecture Notes - Lecture 4: Negotiation, Best Alternative To A Negotiated Agreement, Integrative Thinking
Document Summary
Same approach as integrative negotiation: attend to the relationship: build a good relationship, working together side by side. Attack and research the problem, not the people involved. This takes self-discipline, since it"s so easy to try and tear the other person down: attend to all elements of communication: work to build positive, two-way communication, and avoid telling others what to do. Show you are a person worthy of trust by expressing appreciation, forming affiliations, respecting autonomy, acknowledging status, and staying within a fulfilling role: focus on interests not positions: positions come from interests. When people discuss their actual interests in a transparent way, they are much more likely to come to a mutual agreement. Remain firm about your goals but flexible regarding how to accomplish them (firm flexibility). When we do not ask the other party what they want, we project our needs onto them: generate many options: each possible option should include the genuine interested of the other.
