MGT3320 15

MGT3320 15 - 11/23/2009 MGT 3320 DistributionManagement...

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11/23/2009 1 Distribution Management MGT 3320 Dan C. Parris PhD Fall 2009 – Baylor University What is Negotiation A common method used to make decision, manage disputes and trade information. A way to develop relationships. A conversation. Conditions Participating parties Interdependence Willingness Influence or Leverage Basis for agreement Willingness to settle Unpredictability
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11/23/2009 2 Conditions Deadline Psychological readiness Issues Ath i t Authority Compromise Resolution Climate Resources Why Negotiate Recognition Contest Buy Time Information Emotions Problem Solution Winnings Why Not Negotiate Granted Legitimacy Perceived Power False Hope Intrasigence Time Cost of Failure
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3 Types of Negotiation Positional Interest based Positional Bargaining Alternative solutions Preferred outcomes Maximize gains/Minimize losses
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This note was uploaded on 03/08/2010 for the course MGT 3320 taught by Professor Parris during the Fall '09 term at Baylor.

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MGT3320 15 - 11/23/2009 MGT 3320 DistributionManagement...

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