Unformatted text preview: • Interests-Issues: what you negotiate over when you’re trying to get a deal-Positions: where you stand on the issues-Interests: underlying desires, concern, needs, fears, that you TRULY wish to satisfy. • Pareto optimum-Given a set of alternative allocations and a set of individuals: a movement from one alternative allocation to another that can make at least one individual better off, without making any other individual worse off, is called a Pareto improvement or Pareto optimization .-An allocation is Pareto efficient or Pareto optimal when no further Pareto improvements can be made....
View Full Document
- Spring '09
- Free Market, Integrative Negotiations, Vilfredo Pareto, Distributive Bargaining versus