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Unformatted text preview: Situational influences on negotiation: o Location o Physical setting o Time passage and deadlines o Audience: are you negotiating for yourself or others? • Negotiation traps to avoid: o Winner’s curse: Settling for too little, even if you win o Hubris (excessive pride) Walking away w/o acceptable alternative o Agreement bias: Settling for terms that are worse just to get process over with o Assuming a fixed pie o Ignoring the perspective of your “opponent” • Types of third party intervention: o Mediation o Inquisition: boss can come in and control all o Arbitration: compulsory or non compulsory...
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- Fall '10
- Interest, Bargaining, integrative bargaining, Analyze priorities