CMN 4131 Lecture Notes - Lecture 4: Best Alternative To A Negotiated Agreement, Active Listening, Disclose
16 Feb 2018
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Document Summary
Effort of two or more parties to reach agreement on some issue. May be unassisted or assisted (parties may negotiate for themselves or someone else may represent them as in union-management cases) What you will and will not do or accept. Interests are underlying needs, concerns, and fears that you have. Can sometimes be met in ways other than demands that appear in position statements. (example of the orange: underlying interests versus positions in case of two people who want the orange) Myth of the fixed pie erroneous idea that size of pie is fixed. But you can expand issues being discussed and, at same time, expand share of the pie. In other words, your other options if negotiation fails. The better your batna, the more power you have as a negotiator. Collaborative and interest-based negotiation, often called win-win negotiations. Competitive and positional negotiation, often taking the form of hard bargaining of the union-management variety and referenced as win-lose negotiation.
