HRM 4495 Lecture Notes - Lecture 1: Best Alternative To A Negotiated Agreement, Realplayer
20 Dec 2016
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Negotiation: decision making situation in which two or more interdependent parties attempt to reach agreement. There exists a conflict of needs and desires b/w both parties. Parties prefer to search for agreement rather than to fight openly. Intangibles: the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation. Time pressure --> artificial deadline to push people into decision making. The spotlight --> if ppl are watching one may shift or alter his/her decision. Presence of attorneys--> pressure you for a win situation or making rushed decision. Parties need each other to achieve their objectives and outcomes; some must coordinate together, others choose to work together to better their outcomes. Independent: parties are able to meet their own needs without the. Independent: parties are able to meet their own needs without the help and assistance of others. Dependent: parties must rely on others for what they need.
