Textbook Notes (363,559)
Canada (158,426)
Business (2,364)
BU288 (264)
Chapter 13

Chapter 13- Negotiation.docx

2 Pages
Unlock Document

Wilfrid Laurier University
David Scallen

Chapter 13 - Managing Conflict With Negotiation • Negotiation: a decision-making process among interdependent parties who do not share identical preferences  conflict management (attempt to either prevent or resolve conflict) o Attempt to reach a satisfactory exchange between parties • Distributive negotiation: win-lose negotiation in which a fixed amount of assets is divided between parties  zero-sum, win-lose situation in which a fixed pie is divided up between parties o Process of claiming value - One party’s losses are the other’s gains; goal is for individual gain • Integrative negotiation: win-win negotiation that assumes that mutual problem solving can enlarge the assets to be divided between parties  occurs on axis between avoiding and collaborating (more collaboration)  all about expanding the pie for mutual and individual gain o Process of creating value, where there is no limit on possible outcomes; importance of multiple issues are valued different Key Ideas • 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 o 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) o Promises: pledges that concessions will lead to future rewards  good when your side is lacking power + anticipate future negotiations • Firmness vs. Concessions – stick to your taget and offering few concessions lead to higher economic results  even when making, do it in face-saving technique • Persuasion  have two aspects (one technical and one fairness) o Want to change the attitudes of the other party toward your target position o Best when speaker is perceived as expert, likeable and unbiased (3 party) • Being aggressive/charming, sacrificing the relationship (making fun), ignoring the interests of your counterpart, keeping your info secret, lying, repeat demands, small concessions, non-committal, being unexpected and retracting earlier offers Integrative Negotiation Tactics • Strives for a collaborative problem solving that advances the interests of both parties (not a fixed pie – biased towards fixed pie) o Integrative n
More Less

Related notes for BU288

Log In


Don't have an account?

Join OneClass

Access over 10 million pages of study
documents for 1.3 million courses.

Sign up

Join to view


By registering, I agree to the Terms and Privacy Policies
Already have an account?
Just a few more details

So we can recommend you notes for your school.

Reset Password

Please enter below the email address you registered with and we will send you a link to reset your password.

Add your courses

Get notes from the top students in your class.