PACS202 Lecture Notes - Grave Danger, Extenuating Circumstances, Best Alternative To A Negotiated Agreement
4 Sep 2013
School
Department
Course
Professor
Document Summary
There are some common mistakes that can be avoided to generate a better outcome: art tone of voice, body language, figure out what people are actually saying, the stance that people actually. Settings for negotiation in mediation: between friends/family members/ colleagues when making decisions on tough issues, when 2 organizations or groups are dealing w/ conflict directly with one another, contract negotiations (representative negotiation, between lawyers representing disputing clients. Mode: positional (or power based) vs. rights based or interest based. Distributive: the pie is fixed and the only question is how to divide it up. Integrative: the pie can be made bigger and the key question is how to do so. The goal of each party is a distribution, which favours him or her. The subject matter is fixed; it is a fixed pie. The bargaining is zero-sum; the gains and losses are offsetting.
