January 29 - Karina Santana Negotiation Conflict Resolution...

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Karina Santana 1/29/10 Why do we negotiate? - Interdependence: we rely on one another to achieve our goals - Negotiations involve win win situations - Bargaining often involves a win lose situation o Not considered to be pure negotiation 3 reasons for negotiation - Resolve disputes - Want to create something new - To divide limited resources Define Negotiation: Decision making between 2 or more parties. **(Most important part in negotiation) How do we start negotiation? With intense research to learn about opponent (needs & weakness) Negotiations almost always take place by choice You don’t negotiate when you know you would lose then its time to fight - When you have nothing to gain - When you don’t have time to conduct research - When the other party Is negotiating in bad faith-other party wouldn’t come through - When stalling strengthens your hand (Egyptian & Israel: Henry Fisher (president Nixon) he would not negotiate until each side stated each other position to the other side satisfaction—after everything was achieved negotiations concluded almost overnight) What is the difference between interdependent and dependent? - Interdependent: you don’t need the other part, but you will do better working with them - Dependent : you can’t survive without the other party. (Are at a severe disadvantage in negotiations There are different types of Interdependent and Dependents Negotiations are called zero sum or distributor - This is called dividing the pie - Other negotiations are called win win or associated - The pie is grown or expanded o EX: distributor: Gov. Patterson has to do distribute resource across state o EX: Associated: you own Madison square garden and a huge event is vexing planned. We now have a win win with the event in Madison square garden - You should never agree to any deal if you have a better BATNA - A BATNA is a best alternative to a negotiate agreement
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The prisoners’ dilemma illustrates the trust problem in negotiations. Two prisoners are
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January 29 - Karina Santana Negotiation Conflict Resolution...

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