ELR - 022008 - Chapter 1

ELR - 022008 - Chapter 1 - Tim Thyne 02/20/08 Essentials of...

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Tim Thyne 02/20/08 Essentials of Negotiation: Chapter 1 Bargaining is referred to as a win-lose situation or a zero-sum, such as price-haggling on a car sales lot. Negotiation is referred to as a win-win, or non-zero-sum, situation such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict. o Zero-sum , or Distributive , is a competitive situation where the goals of two of more people are interconnected so that only one can achieve the goal. o Non-zero-sum , or Mutual Gains , or Integrative , situations are when goals are linked so that one person’s goal achievement helps others to achieve their goals Many of the most important factors that shape a negotiation result do not occur during the negotiation; they occur before the parties start to negotiate. Or shape the context around the negotiation. Characteristics common to all negotiation situations: o There are two or more parties o There is a conflict of needs and desires
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This note was uploaded on 04/16/2008 for the course MGMT 375 taught by Professor Higgins during the Spring '08 term at Abilene Christian University.

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