ORGS 4560 Lecture Notes - Lecture 22: Best Alternative To A Negotiated Agreement
28 Apr 2018
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ORGS 4560
Lecture 22
1. The power of legitimacy convinced that a particular result
is ought to be accepted because it is fair. Develop various
objective criteria and potential standards of legitimacy and
shape proposed solutions so that they are legitimate in the eyes
of the other side. Being open to persuasion is itself persuasive
2. The power of commitment
• Affirmative commitments
(1) An offer of what I am willing to agree to
(2) An offer of what, failing agreement, I am willing to do
under certain conditions
• Negative commitments
(1) A commitment that I am unwilling to make certain
agreements (even though they would be better for me
than no agreement
(2) A commitment or threat that, failing agreement, I will
engage in certain negative conduct (even though to do
so would be worse for me than a simple absence of
agreement)
• Logic suggests that “victory” goes to the one who first and
more convincingly ties his own hands at an appropriate
figure
• The earlier you make a negative commitment, the earlier
you announce a take-it-or-leave-it position (less likely to
maximize the cumulative total of the various elements of
my negotiating power
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