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Unformatted text preview: II. Negotiating rationally – making the best decision you can in order to maximize outcomes-minimize how bad things can be and maximize the best things when you can II. Preparing for negotiations Preparation is key to success in negotiations Your time spent should be 80% preparing and 20% at the table But preparation is often skipped. You need it to think about your alternative, your target, your own strengths, and weaknesses and that of the other side A.Gather and Asses Info – you need to first get a handle on the conflict Conflict- any situation when 2 or more parties have separate and incompatible goals or interest 1. Types of Conflicts Goal- your desired outcomes are not compatible (aka “scarce resource competition”) *all negotiations involve goal conflict Affective conflict- where people have feelings or emotions that are incompatible ex. When people don’t life each other Cognitive conflict- where people have incompatible thought, ideas, or beliefs but nothing really tangible at stake. Ex. Opinions or whether you like preseason polls (doesn’t really matter, just opinion) also called at stake....
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- Spring '09
- Best alternative to a negotiated agreement, Conflict Conflict, interpersonal b/c, scarce resource competition