BU288 Study Guide - Comprehensive Final Exam Guide - Interaction, Organizational Behavior, Extraversion And Introversion
Document Summary
Negotiation decision making process among interdependent parties who do not share identical preferences. Assess personal goals, consider others goals, develop strategy. Identify target and resistance points: target: what one would like to achieve, resistance: lowest outcome acceptable. Identify batna (best alternative to a negotiated agreement) Distributive your gain is my loss and vice versa fixed amount of resources. Integrative importance of same issue is different for each party. Issue can be combined to create mutually beneficial outcomes (expand the pie) Perfectly compatible both parties want the same thing. Distributive your gain is my loss, vice versa fixed amount of resources: win/lose, positional, dividing the pie, individual gain, no future relationship. Integrative = information exchange, framing differences as opportunities, cutting costs, increasing resources, finding superordinate goals, build trust, making multiple offers simultaneously. Batna = strengthen it whenever possible, highlight the strength of it, find out as much as possible about your opponents batna.
