MGSC46H3 : The Big Bang
22 Feb 2011
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Document Summary
The big bang: the evolution of negotiation research. The core elements of getting to yes are: people: separate the people from the problem, interests: focus on interests, not positions, options: invent options for mutual gain, criteria: insist on using objective criteria. Two more ideas in getting to yes are: the batna (best alternative to a negotiated agreement) principle, soft versus hard bargaining style. 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 perceptions of it.
