BUSI 3706 Lecture Notes - Lecture 1: Best Alternative To A Negotiated Agreement, Procedural Justice, American Airlines
1 Feb 2018
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Document Summary
Negotiation: negotiation occurs whenever people cannot achieve their own goals without the cooperation of others, negotiations: decision-making situations in which two or more interdependent parties attempt to reach agreement. Successful negotiation involves: management of tangibles e. g. the price or terms of agreement, resolution of intangibles - the underlying psychological motivations such as winning and losing. In negotiation, parties need each other to achieve their preferred outcomes or objectives: the mutual dependency is called interdependence. Interdependent goals are an important aspect of negotiation: win-lose, win-win. Independent parties are characterized by interlocking goals: having interdependent goals does not mean that everyone wants or needs the exact same thing, a mix of convergent and conflicting goals characterizes many interdependent relationships. Interdependence and the structure of the situation shape processes and outcomes: zero-sum or distributive - one winner, non-zero sum or integrative - mutual gains situation.
