MHR 721 Lecture Notes - Lecture 4: Zopa, Bargaining

• School: Ryerson University
• Department: Human Resources
• Course: MHR 721
• Professor: Maurice Mazerolle

Document Summary

1. 9 solve joint problems to create and claim value. To solve value-claiming problem must learn about zone of possible agreement (zopa) Creating value requires cooperation to elicit information about interests, views, capabilities, and so on and use that information to generate mutually beneficial options. This takes communication, trust, openness and creativity. Information in negotiation is a two-edged sword: essential to solve the joint problem and to create value, but also a source of vulnerability to a value-claimer on the other side. Constructive negotiation process can create value if: Reconciling the parties" real interests, rather than battling over their positions. The future and mutual possibilities, rather than the past and who was right, wrong, and to blame for what happened before. Joint problem solving, rather than adversarial posturing. Ways to create and claim value: ask, listen, and learn, divulge information strategically, foster an appealing and productive negotiation process, adopt a persuasive style.