SCM 371 Lecture Notes - Lecture 19: Pole And Polar, Social Proof, Best Alternative To A Negotiated Agreement
Document Summary
The act / process of bargaining to reach a mutually acceptable agreement. Where the need to sell equals the need to buy. Buyer and seller make concessions in order to achieve their objectives. Expand the value or resources available to all participants. Compete over a fixed amount of value. Practice strict use of power by one party over another. Focus on common ground rather than personal interests. Develop creative solutions that provide additional value. That point where it is advantageous to walk away from the negotiation. Should never be revealed to other party. All settlements must be judged in light of all other viable alternatives existing at the time of the agreement. Represents the optimistic (or ideal) target value of issues being negotiated. Unspoken motivation or reason that underlies any given position. Unlikely to be expressly stated or acknowledged. If done, usually results in loss of power. May not be directly germane to stated position.
