Chapter 13

Chapter 13 - CHAPTER 13 NEGOTIATION Copyright 2011,...

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CHAPTER 13 NEGOTIATION Chapter 13 Copyright 2011, Vandeveer and Menefeer 1
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LEARNING OUTCOMES Define negotiation . Contrast the distributive and integrative bargaining strategies. Describe the negotiation process . Review the use of the third party negotiators . Discuss the ethical issues in negotiations . Outline the pitfalls in negotiating . Chapter 13 Copyright 2011, Vandeveer and Menefeer 2
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NEGOTIATION Negotiation is a process; The process amounts to an exchange of goods or services for something of value. Chapter 13 Copyright 2011, Vandeveer and Menefeer 3
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BARGAINING STRATEGIES Distributive Bargaining A win – lose negotiation Integrative Bargaining A win-win negotiation Chapter 13 Copyright 2011, Vandeveer and Menefeer 4
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Distributive Bargaining Fixed amount of resources to be divided I win, you lose Opposed to each other Short term focus Integrative Bargaining Variable amount of resources to be divided I win, you win
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Chapter 13 - CHAPTER 13 NEGOTIATION Copyright 2011,...

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