Effective Negotiations Midterm Review

Effective Negotiations Midterm Review - :MidtermReview...

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Effective Negotiations: Midterm Review CHAPTER 1: intro to negotiation Negotiations occur because o To agree on how to share/divide a limited resource o To create something new that neither party could do on his or her own o To resolve a problem or dispute between the parties Characteristics of Negotiation o 2 or more parties o Conflict of needs and desired between two or more parties o The parties negotiate by choice o When we negotiate we expect a ‘give and take’ process that is fundamental to  the definition of negotiation itself o The parties prefer to negotiate and search for agreement rather than to fight  openly, have one side dominate and the other capitulate, permanently break off  contact, or take their dispute to a higher authority to resolve it o Successful negotiation involves the management of tangibles and also the  resolution of intangibles. Key Elements of Negotiation Process o Interdependence     - When parties choose to work together to achieve their own  preferred outcome. Types of interdependence affects outcomes Evaluating it depends heavily on the desirability of alternatives to working  together BATNA  (best alternative to a negotiated agreement) o Mutual Adjustment     - process of giving and taking concessions 2 Dilemma’s, (1) Dilemma of honesty-how much of the truth do you tell  the other party, (2) dilemma of trust- how much do you believe the other  party. o Creating value vs. Claiming value-      Claiming is leveraging your position  (distributive negotiation/zero-sum), while Creating Value is looking for mutual  gain/benefits (integrative negotiation). Most actual negotiations are a combination of both  Managing Conflict o Conflict Occurs in all meaningful relationships. It is an opportunity to resolve/gain/ create something. o 3 Traits that make us prone to resolving conflict Interaction     : people have a desire to interact with other people
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Interdependence     : people rely on one another for almost everything  meaningful Range of Emotions     : people are emotional o Levels of Conflict Intrapersonal conflict: conflict with ourselves.  Ideas/thoughts/emotions/values Interpersonal conflict: (focus) conflict between individuals Intragroup conflict: conflict within a group. Among team members, or  within families/classes. Intergroup conflict: conflict between groups/organizations. o
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This note was uploaded on 02/23/2011 for the course BUS 404 taught by Professor Evans during the Spring '08 term at Indiana.

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Effective Negotiations Midterm Review - :MidtermReview...

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