BU288 Lecture Notes - Lecture 12: Absenteeism, W. M. Keck Observatory, Negotiation
Document Summary
Negotiation is a decision-making process among interdependent parties who do not share identical preferences. It is an attempt to prevent conflict or resolve existing conflict and to reach a satisfactory exchange among or between the parties. It has become common to distinguish between distributive and integrative negotiation tactics. Win-lose negotiation in which a fixed amount of assets is divided between parties. A fixed pie is divided up between the parties. Win-win negotiation that assumes that mutual problem solving can enlarge the assets to be divided between parties. Distributive and integrative negotiations can take place simultaneously. Consider a situation in which you want to pay the minimum reasonable price for a car while the seller wants to get the maximum reasonable price. There are a number of tactics that can be used: Threat consists of implying that you will punish the other party if he or she does not concede to your position.
