MGRL-3105 Chapter Notes - Chapter 4: Pareto Efficiency, Negotiation, Reservation Price

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Two of the most common faulty assumptions are false conflict and the fixed-pie perception. Integrative negotiation--refers to how negotiators create the resources (that will ultimately be divided in distributive negotiation: does not focus on how the resources are divided, but rather how many resources are created for a win-win outcome. Compromise vs. integrative negotiation: compromise--reaching middle ground; many negotiators believe that even splits signal win-win (but this is incorrect) Assessing the likelihood of a win-win agreement: multiple issues--differences in preferences, beliefs, and capacities may be traded off to create joint gain, add issues--strategy can be to bring additional issues into the negotiation. Side deals--when these allow more issues to be added to the mix, this increases the possibility of creative conflict resolution: differing strengths of preference--if negotiators have different strengths of preferences across the negotiation issues, integrative negotiation is possible. Strategies for expanding the pie: separate positions from interests (demands from underlying needs)

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