MHR 721 Chapter Notes - Chapter 1: Good Cop, Best Alternative To A Negotiated Agreement, Assertiveness
16 May 2017
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Conflict - the perception, in an interdependent relationship, of incompatible wishes, goals, attitudes, emotions, or behaviours. Conflict resolution - the process of ending a disagreement between two or more people in a constructive fashion for all parties involved. Five stages of negotiation: preparation and planning, definition of ground rules, clarification and justification, bargaining and problem solving, closure and implementation. 1. 3 balancing act: how to manage negotiation tensions. > distributive the task is to divide a fixed amount of value. > value creating: they offer the opportunity to create value by expanding the universe: distributing values versus creating it of what is being negotiated. For example, a celebrity might get a suit for free by agreeing to wear it to a well-publicized event: empathy versus assertiveness by asking open-ended questions, listening closely and understanding the other positions clarity. They make it clear what they want and need: being a principal versus serving as an agent.
