Management and Organizational Studies 2276A/B : Negotiating.docx

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2276A/B
• Professor: Frederick King

Document Summary

Not very much scholarly work on negotiation: ury found the most successful negotiators were not similar to those seen in movies. Reservation price price below which you will walk away from the deal: deal breakers no set of terms that can be agreed to below a certain price, there can be multiple reservation prices (or points) Types of negotiations: distributive (zero sum) there is only one issue. The issue can be perfectly quantified whatever one party gets the other part loses. No room for creativity, innovation or cleverness someone will end up getting more and the other will end up getting less. The haggling scenario only works in issues that deal solely with price, no personal relationship with the other party, no emotional connection. Subtle techniques (work in integrated negotiations too): The simplest way to manipulate people is to nod yes whenever talking to someone.