BU288 Lecture Notes - Lecture 9: Escalation Of Commitment, The Bookstore, Negotiation
Document Summary
Negotiation that seeks to divide up a fixed amount of resources; a win-lose situation. Even in more complex multi-issue, multi-party, or integrative negotiations, there is nearly always a portion of the issues on the table that concern the distribution of fixed resources. Collectivist cultures want harmony, teamwork, and good relationships. Individualists agree if it"s good for us but are quick to fight. Collectivist: high degree of conformity, interpersonal sensitivity, readiness to be influenced by others and mutual sympathy. Negotiation that seeks one or more settlements that can create a win-win solution. D - tactics that help you claim value for yourself. Firmness not wanting to talk any more. Persuasion- using scare tactics like no one else will hire you . I - tactics that help you create value. Integrative bargaining- negotiation that seeks 1 or more settlements that create a win-win situation. Distributive focus on only one issue to negotiate on (win-lose)
