Week9_Negotiation_3-08.txt - Individual Culture =...

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Individual Culture = Persuasion The Art and Science of Negotiation It is not usually taught. We teach negotiations at UCI. Uri/Fisher "Getting to Yes" Win/Win Situation New Deal Negotiations (NDN) vs. Dispute Resolution Negotiations (DRN) NDN: - forward looking - creative emphasis - focuses on interest - best alternative to a negotiated agreement (BATNA) unclear - joint problem-solving style DRN: - backward looking - claiming/rights focus Self-Assessment: The International Individual: - the concept of the "self" - typical characteristics of an "internationalist" -> curious -> optimistic
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  • Winter '15
  • Hernandez,W.
  • Management, Best alternative to a negotiated agreement, NDN, DRN, New Deal Negotiations

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