M&H Chaptr2. Preparation: What to Do Before Negotiation
2. Assessment of the other party
3. Assessment of the situation
What Do I Want?
Ideal outcome: target or aspiration.
But 3 major problems:
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Competitive in nature
Goal conflict exists between parties
Copyright - University of
Zone of potential agreement
spread between resistance points
Preparing, Planning and
September 1, 2014
Defining Your Interests
Exploring why issues are important to you.
Substantive issues may be obvious but worth
Procedural issues Efficiency? Fairness?
Bargaining and Negotiations
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Interpersonal decision-making process
Often involves attempts to resolve
A voluntary process; a chosen option
Dual Concerns Model
Concern for your own out
MGMT 344 Fall 2014
Term Paper Instructions
Your task is to analyze one example of a current negotiation that is being reported in the regional,
national or international media. (Your primary news articles describing the situation must
have been published
Winwin negotiation means that all creative opportunities are leveraged and no
M&H Chapter3. Distributive Negotiation: Slicing the Pie
Negotiation dance: the entire process of making an opening offer and then reaching a mutually
THE BARGAINING ZONE
The challenge of negotiation is to reach a settlement that is m
M&H chapter1. Negotiation: The Mind & the Heart
Negotiation is your key communication and influence tool in/outside the company.
The book focus on (1) creating value, (2) claiming value, (3) building trust
NEGOTIATION: DEFINITION AND SCOPE
Negotiators need to consider substantive goals (money or a specific outcome),
EN Chapter2. Strategy and Tactics of Distributive Bargaining
The Distributive Bargaining Situation
-Target point: preferred price
-Aspiration: target sometime refers to negotiators aspiration.
-Resistance point: a negotiators bottom line, the most he woul
EN Chapter 1. The Nature of Negotiation
1. Understand the definition of negotiation, the key elements of a negotiation process, and
the distinct types of negotiation.
2. Explore how people use negotiation to manage situations of interdependence