MGTS_3602_Week_5_Distributive_negotiation_for_web___final__ppt

MGTS_3602_Week_5_Distributive_negotiation_for_web___final__ppt

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MGTS 3602 Week 5 Distributive Negotiation: Slicing the pie Dr. Remi Ayoko UQ Business School University of Queensland
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Lecture overview z What is Negotiation/negotiation dance? (Raiffa, 1982) z Distributive Bargaining: Slicing the negotiation pie z Bargaining/settlement zone z Bargaining surplus z Distributive bargaining process z Distributive Bargaining (Pie-slicing) strategies z The power of fairness z Integrative Bargaining z Strategies to avoid z Strategies to use z Conclusion: Distributive /Integrative strategies: What are their similarities and differences?
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What is Negotiation? z Comes from a Latin word (neg i.e. not + otium i.e. leisure) meaning not at rest or leisure. Simply means “business”. z Negotiation is a decision-making process by which two or more (individuals, groups or nations) agree on how to allocate scarce resources z It is about bargaining, making deals, transacting, merging or haggling with one another in attempt to resolve a conflict of interest.
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Why do parties negotiate? z To resolve a problem, disagreement or dispute between parties. z Essentially, to create new ideas or innovation that neither party could solely achieve z Make quality decisions that would otherwise have been elusive to individual person, group or organisation.
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Negotiation needs: BATNA z It stands for Best Alternative To A Negotiated Agreement (fight, reconciliation). z A negotiator must try to estimate or predict the other party’s BATNA for a successful negotiation z e.g. . What do you know about the other party?- reputation, lifecycle in business etc z The value of a person’s BATNA is relative to the possible settlement options available.
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Negotiation needs: Mutual Independence z A negotiator is faced with: z The problem (catch 22) of honesty i.e. how much can they tell each party and stay powerful and be in control of the negotiation process? z
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This note was uploaded on 06/18/2008 for the course MGTS MGTS3602 taught by Professor Dr.remiayoko during the Summer '05 term at McGill.

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MGTS_3602_Week_5_Distributive_negotiation_for_web___final__ppt

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