BU288 Lecture 12: Lecture 12-13 - Ch. 13. Conflict.docx
Document Summary
***how to negotiate: assess personal goals: identify your target (ideal) & resistance points (lowest outcome acceptable, try to gauge other"s goals, develop strategy. Works if no future negotiations are expected, or if threat can be posed in a civil or subtle way: promise: pledge that concessions will lead to rewards in the future. Good tactic when your side lacks power and anticipates future negotiations with them again: the difference can be subtle; a promise may imply a threat if no concession is made, firmness vs. concessions: One way to deal with this is to introduce unbiased parties (ex: third parties: men negotiate better outcomes, but overall difference between genders is small. Differences in negotiation outcomes can be a factor in creating a glass ceiling effect to the extent that women are less effective in negotiation opportunities and positions of power/status. Thus, training programs for women to negotiate better starting salaries comparable with men can have st/lt benefits.
