The Big Bang

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University of Toronto Scarborough
Management (MGS)
Phani Radhakrishnan

The Big Bang: The Evolution of Negotiation Research Getting to Yes: A Big Bang - The core elements of Getting to Yes are: o People: Separate the people from the problem o Interests: Focus on interests, not positions o Options: Invent options for mutual gain o Criteria: Insist on using objective criteria - Two more ideas in Getting to Yes are: o The BATNA (Best Alternative To a Negotiated Agreement) principle o Soft versus Hard bargaining style People: Separate the People from the Problem - Negotiators strive to achieve favourable negotiated outcomes but also place value on their relationships with the other party - Research shows that negotiators are thus more likely to allocate resources equally, rather than selfishly, and friends are less competitive with each other than they are with strangers - Friends are often too willing to compromise and thus fail to invent options for mutual gain - Negative emotions tie people to the problem, positive emotions partition people from the problem - What matters most in understanding conflict is not reality itself but individuals
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