Negotiation

MGT4916 Negotiation Strategy

Midterm 1/2013

TOPIC 1: Introduction

Negotiation – is a basic means of getting what you want from others.

- Back-and-fourth communication designed to reach an agreement when you

and the other side have some interests that are shared and others are

opposed.

*Knowing Yourself and Knowing Others

1. Artifacts, Visible, Tangible

2. Norm, Values, Attitudes

(Less visible, but can be talked about)

3. Deeply Rooted Attitudes

(Usually not visible at all, often held

subconsciously, rarely if ever questioned in

everyday life)

*Conflict is a growth industry

- Everyone wants to participate in decisions that affect them; fewer and

fewer people will accept decisions dictated by someone else

- Globalization.. People differ; they use negotiation to handle their

differences.

*Negotiation is not always easy

Dissatisfied

Negotiation

Worn Out

Alienated

TOPIC 2: The Nature of Negotiation

Negotiation is a form of decision making in which two or more parties talk with one another

in an effort to resolve their opposing interests.

- Bargaining

- Negotiation

*Six Characteristics of a Negotiation Situation

1. There are two or more parties

2. Conflict of needs

3. The parties negotiate by choice

4. Give-and-Take process

5. The parties prefer to negotiate and search for agreement rather than to fight openly.

6. Successful negotiation involves the management of tangibles and also the resolution

of intangible.

*Relationships Between Parties

1. Independent Parties

- When they can achieve the goal by their own

2. Dependent Parties

- When they need to heavily rely on another party in order to achieve their

goal

3. Interdependent Parties

- When their goals are interconnected

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Zero-Sum/ Distributive situation

Non-Zero-Sum (win-win)/ Integrative Situation

Alternatives shape interdependence

BATNA (Best Alternative To a Negotiated Agreement)

- Whether you should or should not agree on something in a negotiation...