MHR 721 Study Guide - Comprehensive Final Exam Guide - Reading F.C., Empathy, Australian House Of Representatives

• School: Ryerson University
• Department: Human Resources
• Course: MHR 721
• Professor: Maurice Mazerolle

Document Summary

The behavior of successful negotiators (course documents d2l)** Reading 1. 3: balancing act: how to manage negotiation tension. Three tensions to be managed: the tension between creating and distributing value, the tension between empathy and assertiveness, the tension between principles and agents. Some negotiations are purely distributive >> the task is to divide a fixed amount of value. Other negotiations are value creating >> they offer the opportunity to create value by expanding the universe of what is being negotiated. The negotiation checklist is a guide for thinking about an important, upcoming negotiation. It is done at the preparation stage of the negotiation. We need a few minute to think about it (coccus(ing)) Reading 2. 1: negotiating rationally: the power and impact of the negotiator"s frame. Rationality refers to making the decision that maximizes the negotiator"s interests. Negotiators tend to be overly affected by the frame, or form of presentation, of information in a negotiation.