Class 20 Notes - Integrative Vs. Distributive Negotiation...

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Integrative Vs. Distributive Negotiation Dr. Jonelle Roth
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The Exchange Process -Negotiation Definitions: Interaction that occurs when two or more parties attempt to agree on a mutually acceptable outcome in a situation where their preferences for outcomes are negatively related. Use of information and power to affect the other party’s behavior within a web of tension.
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Key Elements of the Negotiation Process Two Parties Conflict of interest Voluntary relationship Three kinds of activities 1. division of resources 2. Resolution of “intangibles” 3. Attitudinal structuring Expectation of give and take
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Goals of Negotiation Goals… Short term versus long term Tangibles versus intangibles Incompatible versus compatible
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What are the Tangibles at Stake? Rate Price Terms Working of Agreements Specific Settlements Specific Solutions
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What are the Intangibles at Stake? Winning” Maximizing my outcome Beating the other person Preserving my reputation Standing by my principles Maintaining precedent Saving face, looking good to my constituency Being fair
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A Model of Distributive Bargaining Zone of Potential Agreement Walkaway Point Target Target Walkaway Point Opening Bid Opening Bid Zone of Likely Agreement
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Class 20 Notes - Integrative Vs. Distributive Negotiation...

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