MGHC02H3 Chapter Notes - Chapter --: Reactive Devaluation, Big Bang, Charles Bazerman

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16 Dec 2016
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Investigative negotiation mind-set and methodology encourages negotiators to learn as much as possible about the situation and the people involved. Pri(cid:374)(cid:272)iple 2: seek to u(cid:374)dersta(cid:374)d a(cid:374)d (cid:373)itigate the other side"s (cid:272)onstraints: outside forces can limit our ability to negotiate effectively. Advice, policies, fear of setting a dangerous precedent, obligations, time pressure, etc: other side may also have constraints but are unknown or ignored by us. Attempt to discover the other part(cid:455)"s (cid:272)o(cid:374)strai(cid:374)ts and help overcome them rather than dismiss: other side"s pro(cid:271)le(cid:373) (cid:272)a(cid:374) (cid:271)e(cid:272)o(cid:373)e our o(cid:449)(cid:374) help mitigate constraints to own advantage. Principle 3: interpret demands as opportunities: confront difficult demands as any statement from the other party question it. Principle 4: create common ground with adversaries: need to first realize the needs of their respective party are complementary and not competitive, seek common ground and attempt to u(cid:374)dersta(cid:374)d their (cid:272)o(cid:373)petitor"s perspe(cid:272)ti(cid:448)e.

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