MGT461H5 Chapter : Getting to Yes.doc
Document Summary
Positional bargaining leads to the formation of coalitions among parties whose shared interests are often more symbolic than substantive. Emphasize s the importance of building and maintaining a relationship. Yields in order to avoid confrontation and insists on agreement. hard. The game of negotiation takes place at two levels. 2) negotiation addresses the substance (ex. your salary, price to be paid) negotiation focuses on the procedure for dealing with the substance (how you will negotiate -- soft or hard?) - a game about a game - meta game. ** an alternative to positional bargaining: a method of negotiation explicitly de- signed to produce wise outcomes efficiently and amicably. People -- separate people from the problem. Options -- generate a variety of possibilities before deciding what to do. Criteria -- insist that the result be based on some objective standard. 3 stages in the negotiation process: analysis . planning . discussion.
