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Chapter 13 - Learning Outcomes Define negotiation Contrast...

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Chapter 13 Copyright 2009, Vandeveer,  Menefee 1 Learning Outcomes Define negotiation. Contrast the distributive and integrative  bargaining strategies. Describe the negotiation process. Review the use of the third party  negotiators. Discuss the ethical issues in negotiations. Outline the pitfalls in negotiating.
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Chapter 13 Copyright 2009, Vandeveer,  Menefee 2 Negotiation Negotiation is a process; it amounts to an exchange of goods and services for something of value.
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Chapter 13 Copyright 2009, Vandeveer,  Menefee 3 Bargaining Strategies Distributive Bargaining A win – lose negotiation Integrative Bargaining A win-win negotiation
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Chapter 13 Copyright 2009, Vandeveer,  Menefee 4 Bargaining Strategies Distributive Bargaining Fixed amount of resources to be divided I win, you lose Opposed to each other Short term focus Integrative Bargaining Variable amount of resources to be divided I win, you win Convergent or congruent with each other Long term focus
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