CMN 4131 Lecture Notes - Lecture 4: The Negotiation, Best Alternative To A Negotiated Agreement, Nonverbal Communication

• School: University of Ottawa
• Department: Communication
• Course: CMN 4131
• Professor: Stephanie Larrue

Document Summary

Each group has to choose one of the models integrative bargaining. Use other resources (external or unconventional) to reach an o! The negotiator decides which way he will treat the problem: agreement that is more equitable through distributive or integrative bargaining. Joint brainstorming of ideas will be more creative. Easy to understand the why behind the interests. Takes time to discuss interests and options when a mutual agreement could be quickly found. Difficult to apply an option into a realistic solution. Standards of measurement proposed may be subjective and both parties may not agree o! objective criteria: its always subjective, its never really objective. Distributive bargaining the other form of rationale. o! Example of the meal (not enough for 8 people): o! divide up in equal parts for everyone or according to another o! = zero sum game because a gain for one party = loss for o! = a loss for another = win-lose o!