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Unformatted text preview: Change the scope of a proposed agreement (70) Look for mutual gain (70) Both sides can always be worse off than they are now Even apart from a shared interest in avoiding joint loss, there almost always exists the possibility of joint gain Identify shared interests shared interests lie latent in every negotiation; shared interests are opportunities, not godsends; stressing shared interests can make the negotiation smoother and more amicable Dovetail differing interests (73) The difference in belief can provide the basis for a deal Differences can be found in: interests; beliefs; values placed on time; forecasts; aversion to risk Look for items that are of low cost to you and of high benefit to them and vice versa...
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This note was uploaded on 04/18/2008 for the course BUS 350 taught by Professor Johnson during the Spring '08 term at Miami University.
- Spring '08