MGMT 3000 Lecture Notes - Lecture 16: Negotiation, Best Alternative To A Negotiated Agreement

• School: University of Georgia
• Department: Management
• Course: MGMT 3000
• Professor: charleswaynelyons

Document Summary

Conflict- green and davis are in this. Negotiation- nothing for davis and green, there is a opportunity here for them. Too much of this can lead to affective. Davis and green have this but now moved to affective. (cid:862)(cid:455)our idea is stupid(cid:863: group think. Managing conflict: escalation- a3 conflict has this and going up, de-escalation- you want to reduce conflict, diagnosing the disagreement, resolving the disagreement. Responses to conflict: davis response to conflict is forcing, green is avoidance. Ac(cid:373)e"s decision with two different conflicts is. O(cid:374)e perso(cid:374)"s gai(cid:374) is a(cid:374)other perso(cid:374)"s loss. Davis and green should have done this. Seek alternative solutions that satisfy both parties. Bargaining zone: positive- opportunity to reach a deal. Zopa: negative- one person has screwed up. Distributive negotiation- acme and pharmtech intitate negotioans of purchase price of the plant. Identify your multiple interests- take it from a distributive to integrated negotiation: create a scoring system, calculate a package reservation value.