PLBA 3004 Lecture Notes - Lecture 2: Bad Santa, Zero-Sum Game
Document Summary
Applying concepts talked about in class to the factual scenario being given. Videos: people becoming competitive and so polarized that they are making things personal. [1] successful negotiation is a wise agreement if an agreement is possible: wise agreement means both parties give and take, resolves conflicting interests fairly, fairly = objective standards ex: market price etc, considers all the resources. [2] it should be efficient [if you focus on interests, then the negotiation wont be efficient] Instead of focusing on the other side as unreasonable, consider the problem and limited resources that are unreasonable or difficult. Value climate: making an assessment of the nature of the negotiations at a given time the value climate can suggest different things: whether it is, and analyze what approach to use. Integrative [opportunities to expand the pie] v. distributive. [positional , traditional, zero-sum game: competitive v cooperate: in integrative bargaining you will find yourself moving back and forth between cooperative and competitive.
