MAN 6447 - Integrative Bargaining

MAN 6447 - Integrative Bargaining - Integrative Negotiation...

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Dr. Judy Callahan Integrative Negotiation
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Focus on commonalties rather than differences Address interests, not positions Commit to meeting the needs of all involved parties Exchange information and ideas Invent options for mutual gain Nature of Integrative Negotiation
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Claiming AND Creating Value
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Perspective-taking Ask questions about interests and priorities Provide information about your interests and priorities Redefine the problem set Invent Options for Mutual Gain
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Make package deals, not single-issue offers Make multiple offers of equivalent value simultaneously Structure contingency contracts by capitalizing on differences Invent Options for Mutual Gain
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Some common objective or goal
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