BU288 Chapter Notes - Chapter 13: Negotiation
Document Summary
Negotiation: decision-making process among interdependent parties who don"t share identical preferences. Negotiation constitutes conflict management prevent conflict or resolve existing conflict. Negotiation is attempt to reach satisfactory exchange among or between parties. Distributive negotiation: win-lose negotiation in which a fixed amount of assets is divided between parties parties will tend toward some compromise. Integrative negotiation: win-win negotiation that assumes that mutual problem solving can enlarge the assets to be divided between parties parties tend to collaborate. Offer must be between both parties" resistance range, or won"t work out. Threat: implying you"ll punish the other party if they don"t concede to your position. Promises: pledges that concessions will lead to rewards in the future. If power is balanced and threat is crude, a counter threat could settle negotiations, despite fact that both parties could be satisfied in settlement range. Promises have merit when your side lacks power and anticipates future negotiations with other side.
