BU288 Chapter Notes - Chapter 13: Negotiation, Negative Affectivity, Job Performance
Document Summary
Negotiation is a decision making process among interdependent parties who do not share identical preferences. It is the attempt to reach a satisfactory exchange among or between the parties. Distributive negotiation assumes a zero-sum, win-lose situation in which a fixed amount of assets (think pie) is divided between parties (leans more towards competing and accommodation) Integrative negotiation is a win-win negotiation that assumes that mutual problem solving can enlarge the assets to be divided between parties (leans more towards avoiding and collaboration. Positions: the stances parties take on issues. Threats and promises: threat consists of implying that you will punish the other party if he or she does not concede to your position. Promises are pledges that concessions will lead to rewards in the future. Threat works when one party has more power over the other, and if no future. Promises work when your side lacks power and anticipate future negotiations. negotiations are expected.
