BU288 Chapter Notes - Chapter 13: Best Alternative To A Negotiated Agreement, Negotiation
Document Summary
Negotiation: a decision-making process among interdependent parties who do not share identical. Increasing resources increase the amount of resources (faculty-hiring example) Issues the contested item or matter (bonus, assignment, vacation, salary, etc ) Positions the stances parties take on issues (want a salary of 100 000) Interests the reasons behind a party"s position (100 000 represents my worth) Distributive negotiation tactics: mostly for single-issue negotiation that have a settlement range between each party"s resistance points, threats and promises, threats: implying that you will punish the other party if she does not concede to your points. Merit if one party has more power over the other (better if no future relationship: promises: pledges that concessions will lead to future rewards good when your side is lacking power + anticipate future negotiations. Concessions stick to your taget and offering few concessions lead to higher economic results even when making, do it in face-saving technique.
