IRE472H1 Chapter Notes - Chapter 7: Best Alternative To A Negotiated Agreement, Active Listening, Mmhmm
23 Nov 2020
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Document Summary
Offers convey the negotiator"s motives and preferences, which in turn influence actions of the other party. Strong alternatives confer strategic advantage, but only if the other party is aware of those alternatives. Negotiators" evaluations of their own outcomes will vary depending on what they know about how well the other party did. The negative effects of relatively poor outcomes can be alleviated when the other parry offers social accounts. When conflict intensifies, risking progress, conversation about process may interrupt a conflict spiral and restore a constructive tone or approach. The offer-counteroffer process is dynamic, interactive, and subject to situational and environmental constraints. Negotiators with an attractive batna should tell the other party about it if they expect to receive the full benefits. Negotiators should be cautious about sharing their outcomes or even their positive reactions to outcomes with the other party, especially if they are going to negotiate with that party again in the future.
