MGMT 300 Chapter Notes - Chapter 11: Best Alternative To A Negotiated Agreement, Pareto Efficiency
21 Dec 2017
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Case : football insurance, hope for the best, plan for the worst . Good conflict mediators are born, not made. Managing conflict goal: harm to engagement and performance. Is not to eliminate conflict but to manage it in a way that minimizes its. Forces people to challenge their ideas and assumptions. Outcomes of ideal negotiation divide-and-conqueror, dummy, mocker. Aggressive opener, long pauser, interrogator, sheep"s clothing, All parties believe they made a good deal. The relationship is maintained or even improved. Each negotiator"s constituents are satisfied with the agreement. Batna is larger than your costs of negotiating, then it should be done (cost-benefit analysis) What is factually correct can turn into who is morally right . Pareto efficient outcome in which 2 parties reach an agreement where they are both better off and no other change could bolster both equally (pareto inefficient - leave $ on the table )
