MHR 721 Lecture Notes - Lecture 4: Active Listening

• School: Ryerson University
• Department: Human Resources
• Course: MHR 721
• Professor: Brenda Glover

Document Summary

Most obvious time to close discussion is when deadline approaches. Deadline should be agreed in advance by both parties. Should be flexible and able to renegotiate. Reading 1. 9: solve joint problems to create and claim value. To solve your individual value-claiming problem your tactics must help you to learn accurately about the true zone of possible agreement (zopa) and to shape the other sides perceptions of the zopa in a manner favorable to you. Creating value requires cooperation to elicit info and use that info to generate mutually beneficial opinions. Information in an negotiation is essential to solve the joint problem and to create. Tactical guidelines that will make you more effective in situations where there is opportunity to create and claim value: ask, listen and learn, divulge info strategically, foster an appealing and productive negotiation process, adopt a persuasive style.