Negotiation - Distributive Integrative Zero-sum (win-lose)...

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Unformatted text preview: Distributive Integrative Zero-sum (win-lose) perspective Competitive orientation Low concern for other Closed information Economic rationality Mixed motive (potential win-win) perspective Cooperative orientation Concern for both Open information Economic and social rationality Games Resources are perceived to be fixed and limited Parties use strategies to maximize share of resources Information is highly valued & guarded Objective is to maximize the value of this single deal! Based on principles of game theory : There is always a rational choice which is the best counter- choice to your opponents. Creating a free flow of information. Attempting to understand the others real need and objectives. Emphasizing the commonalities & minimizing the differences. Searching for solutions that meet the goals & objectives of both sides. Identify & define the problem Understand the problem fully Generate alternative solutions Evaluation & selection of alternatives History Beliefs The power of competition BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT A state involving confident positive expectations about anothers motives with respect to oneself in situations entailing risk Developmental Stage Model: Calculus-based trust (business) Knowledge-based trust (gardening) Identification-based trust (harmonizing) Dynamic: Trust evolves over time in a relationship with changes in: Understanding of the other. Control over the other. An individuals belief in and willingness to act on the words, actions, and decisions of another. 3 factors that contribute to trust: Individuals disposition to trust Situational factors History of the relationship...
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Negotiation - Distributive Integrative Zero-sum (win-lose)...

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