Submitted by: Submitted by sakibniaz
Views: 455
Words: 837
Pages: 4
Category: Business and Industry
Date Submitted: 02/23/2012 05:47 AM
Learning Focus for Today
Business Skills • Leadership Skills • Interpersonal Skills • Intrapersonal Skills
Types of Business Skills
Decision Making & Problem Solving
Argumentation, critical thinking
Negotiation • Planning • Evaluating Performance
Teaching Method
Reading/Lecture Thompson & Leonardelli Rowan
Self Assessment Conflict Style
Role Play Ugli Orange Salary Negotiation
Factors affecting Negotiations Type of Relationship between parties Type of Emotions Perceptions of Parties Ability to Invent Options Best Alternative to Negotiated Agreement BATNA Negotiation
Bargaining Style
Negotiation Ability to Invent Options
What is Inventing Multiple Options • Students orally give examples of negotiation with multiple Options
– Car Sale Negotiation – Salary Negotiation – Union-Management Negotiation
• Expanding the pie or using multiple options leads to win-win solutions
Factors affecting Ability to Invent Options Fixed Pie Perceptions Ability to Invent Options Negotiation Outcome
Pre-mature judgments
Search for a single answer
Fixed pie perception
Ability to invent options
Negotiation Outcome
What is Fixed Pie? • Erroneous belief that negotiators’ interests are directly opposed – gain for party A => loss for party B
• E.g., married couple vacation plan (ski lodge or luxury hotel)
Fixed pie perception
Ability to invent options
Negotiation Outcome
Studies supporting the link:
• When people believe that the gain made by one party is a loss for the other party, they are less likely to expand the pie • E.g., salary / car sales negotiation
Time pressure
Premature judgments
Ability to invent options
Studies supporting the link:
• Premature judgments=commit to a course of action & find it difficult to change that course even if change could yield mutually beneficial outcomes • Time pressure increases premature judgments, prevents use of new information
Search for single...