SCM 460 Lecture Notes - Lecture 14: Microsoft Powerpoint, Bargaining Problem, Zero-Sum Game
1 Mar 2017
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Chapter 14 bargaining and negotiations: the conditions under which bargaining takes place . Parties are in basic conflict and competition because of clashing goals: zero sum situation. Gains and losses of the bargainers will be total zero: variable sum situation. One may lose more than another gains, profit and or losses of bargainer when added together do not equal the same fixed amount: integrative bargaining: Know how to control your own behavior and know what your opponent"s thought: on pages 330 and 331, read and summarize the first paragraphs under the following headings: breakeven point, time pressure, cost of no agreement, multiple bargaining. Opening with the small or no concessions: the best strategy is to give the impression that one is frim but fair, read through, an experiment in distributive bargaining, starting on pg. The commissions make a difference in the processing and the result: in pages 338 340 there is a section called planning (seller"s perspective) and.
