ORGS 4560 Lecture Notes - Lecture 8: Best Alternative To A Negotiated Agreement
28 Mar 2016
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Document Summary
Results are determined by power and by who is holding the cards. Negotiating power = military power: threats and warnings play important role in power. Negotiation: two or more parties are communicating, with purpose of inluencing the other"s decision: negotiating power: ability to afect favorably someone else"s decision, power depends on someone else"s perception of your strength. It is what they think that matters, not what you have. Ex: other side can be impacted by row of cardboard tanks vs. battalion of. Deine: ability to inluence decision of others assuming they know real tanks the truth. Can inluence others by creating illusion of power. Need to look for ideas that will help make better choices. Key question: how to enhance negotiating power and how to use power efectively. Acquire assets that convey implicitly or explicitly threat to harm other side if they fail to agree. Force seen as necessary and suicient element of power.
