COB 202 Chapter Notes - Chapter 10.6: Signing Bonus, Negotiation, Best Alternative To A Negotiated Agreement
Document Summary
10: conflict & negotiation in the work place. Managers tend to rely on the inquisition approach, but it is usually the least effective third party conflict resolution method in organizational settings. Negotiation: the process whereby two or more conflicting parties attempt to resolve their divergent goals by redefining the terms of their interdependence. Bargaining zone: an area of potential overlap where each party moves through a continuum in opposite directions within area of potential overlap. Batna: best alternative to a negotiated settlement: the best outcome you might achieve through some course of action if you abandon the current negotiation. Purpose for concessions: enable parties to move toward potential agreement, sy(cid:373)(cid:271)olize ea(cid:272)h party"s (cid:373)otivatio(cid:374) to (cid:271)argai(cid:374) i(cid:374) good faith, tell the other party of the relative importance of the negotiating items. Salary: annual bonus, 401 k, hours, where, signing bonus, starting date, raises, benefits, where you"re livi(cid:374)g/ relo(cid:272)atio(cid:374, car, assist paying student loan.
