ORGS 4560 Lecture Notes - Lecture 3: Best Alternative To A Negotiated Agreement, Phycology, Unearth
9 May 2016
School
Department
Course
Professor
Document Summary
Basic structure and dynamics of competitive negotiation: basics of negotiation structure, beliefs about negotiation, competitive relationships. 6 common mistakes that prevent negotiators from solving this problem. Three elements are at play in a negotiation: issues are at the table for explicit agreement, interests are underlying concerns that would be affected by the resolution. Assuming that interests are incompatible implies a zero-sum pie: however parties can create value for the other and expand the pie. Mistake 4: searching too hard for common ground. Common ground is generally a good thing, but sometimes what you need to look are differences. Understanding differences of interest or priority can unbundle diff elements and giving each party what it values most at the least cost to the other. Strong batna is an important negotiation tool: the more credible your threat of walk away appears (acts as better leverage) Assess both your batna and the other party"s.
