MAN 4441 Study Guide - Quiz Guide: Best Alternative To A Negotiated Agreement, Negotiation, Problem Set
Document Summary
Parties negotiate because they think they can get a better deal. Parties look for an agreement, not fight, break communication, take dispute to 3rd party. Evaluating interdependence depends on alternatives to work together. Desire to work together for batna (best alternative to a negotiated agreement) Mutual adjustment-constant changing as parties influence each other. Effective negotiator needs to understand how people will adjust and be able to predict responses and act accordingly. (game of chess) When one party agrees to change, a concession (change) is made. Honesty-how much of the truth is to be told. Trust-how much you believe what the other party is saying. Most negotiations are combination of claiming and creating value. Yielding-don"t care about own outcome, high concern for other outcomes. Problem solving-high concern for both own and others outcome. Compromising-moderate for own outcome/others outcome [minimize both losses, still win-win] Chapter 2-strategy and the tactics of distributive bargaining.
