MGTS_3602_Week_9_web4 - MGTS 3602 (Week 9) Managing...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
1 MGTS 3602 (Week 9) Managing difficult negotiations Dr Remi Ayoko Lecture overview ± What is a difficult negotiation? ± Causes of difficult negotiations ± Nature of difficult negotiations ± Strategies for resolving difficult negotiations Difficult negotiations ± Definition ± Negotiations that get to the point of stalemate or breakdown (Lewicki et al., 2004)
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
2 Antecedents of difficult negotiations ± Parties’ perceptions of each other ± Content of negotiations ± Process of negotiations ± Context of negotiations The characteristics of difficult negotiations ± Anger, frustration & resentment ± Closed/constrained channels of communication ± Original issues are blurred and ill-defined ± Parties perceive great differences in their respective positions ± Parties locked in pre-negotiation position ± Ingroup/outgroup attitude Strategies for resolving difficult conflict and negotiations- Mayer, 2000 ± Cognitive resolutions: ± Change how parties view the situation ± Emotional resolutions:
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 06/21/2008 for the course MSTU 3602 taught by Professor Dr.remiayoko during the Three '08 term at Queensland.

Page1 / 6

MGTS_3602_Week_9_web4 - MGTS 3602 (Week 9) Managing...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online