Chapter 1

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Brock University
Organizational Behaviour and Human Resources
Dave Whitehead

CHAPTER 1BECOMING A BETTER NEGOTIATORNegotiationdecisionmaking situations in which two or more interdependent parties attempt to reach agreement1 there are two or more parties2 conflict of needs and desires between two or more parties3 they negotiate by choice 4 we expect a give and take process that is fundamental to the definition itself5 prefer to negotiate and search for agreement rather than fight openly6 success involves management of tangiblesand resolution of intangiblesTangiblesprices of terms of agreement Intangiblesunderlying psychological motivations that may directly or indirectly influence parties during a negotiation Independentparties are able to meet their own needs without help and assistance of others Dependentparties must rely on others for what they need Interdependentparties characterized by interlocking goalsDistributive situationwhen goals of two or more people are zerosum so that one can gain only at the others expense Integrative situationwhen parties goals are linked but not zerosum so that one persons goal achievements does not block the goal achievement of anotherBATNA Best Alternative to a Negotiated Agreementbest alternative to negotiated agreement which may be saying no and walking awaymutual adjustmenteach party can influence the others own comes and decisions and be influenced byDilemma of honestyhow much of the truth to tell the oth
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