MGT 365 Lecture Notes - Lecture 4: Best Alternative To A Negotiated Agreement
12 Sep 2018
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Document Summary
One of the key characteristics of a negotiation situation is that the parties need each other in order to achieve their preferred objectives or outcomes. They have 2 options: coordinate w/ each other to achieve own objectives, choose to work together b/c the possible outcome is better than they can achieve by working on their own. Interdependent: when parties depend on each other to achieve their own preferred outcome. Doesn"t mean that everyone wants/needs are exactly same thing. Mix of convergent & conflicting goals characterizes many interdependent relationships. In negotiation, parties need each other to achieve preferred outcomes/objectives: win-lose = i win, you lose, win-win = opportunities for both parties to gain, types of interdependence affect outcomes: Also present when parties are attempting to divide limited/scarce resource. To degree one person achieves his/her goal, other"s goal: non-zero-sum/integrative situation: parties" goals are linked so one person"s goal achievement helps others to achieve their goals.
