CMN 4131 Lecture Notes - Lecture 11: Best Alternative To A Negotiated Agreement, Positive Tone, Problem Solving
27 Feb 2019
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Assessing the other party and your own assets. Chips: positive benefits you can offer to the other party. Chops: are deterrents or threats a necessary element even in a cooperative negotiation. Timing (time of day and duration of negotiation) Confirm who will be in attendance (authority figure to settle agreement) Consider carefully the disposition of the parties as well as their likely attitudes and behaviours and the consequences of these. [1] the aggressive mode (1) opening stage: the person will often have a maximalist position; an aggressive high opening bid designed to pre-set the range of negotiation. Parties will justify their position and undermine the other sides. Concessions: the yielding of some part of one"s position. At this point, the pre-established walkaway points and batnas come into effect, as the parties reach the end of their ability to compromise. Includes asking questions, listening, and understanding. (5) uniting: emphasizes the relationship between disputants, four types of uniting behaviour are:
