MGT 3513 Study Guide - Best Alternative To A Negotiated Agreement, Reverse Psychology, Situation Two

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18 Jun 2014
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When people get emotional in negotiation, it is nearly inevitably about how the pie should be divided. Negotiation dance- process of making an opening offer and then reaching a mutually agreeable settlement. Most negotiations involve a win-win aspect (expanding the pie) Even in win-win negotiations, the pie of resources created by negotiators eventually has to be sliced. Typically, negotiators" target points do not overlap: the seller wants more than the buyer is willing to pay. It is often that negotiators" reservation points do overlap: the most the buyer is willing to pay is more than the least the seller is willing to accept. The challenge of negotiation is to reach a settlement that is most favorable to. Oneself and does not give up too much of the bargaining zone. The bargaining zone, or zone of possible agreements(zopa), is the range between negotiators" reservation points.