JUST*3010 Lecture Notes - Lecture 8: The Negotiation, Best Alternative To A Negotiated Agreement, Brinkmanship
Document Summary
To discuss the key assumption behind negotiation and why it deals with tangible conflict issues. To explain key concepts of negotiation and what it is/is not. To review useful techniques of negotiation, including how to generate more options. To review the differences between competitive and cooperative negotiation. Identify when it is appropriate to use each approach. How to convert a competitive negotiation into a cooperative one. Tangible issues are hard, physical or observable assets that are often scarce, e. g. intangible issues are immaterial things that we value, e. g. Tangible issues are hard, physical or observable assets that are often scarce, e. g. intangible issues are immaterial things that we value, e. g. esteem, power, love etc. Conflicts over tangible issues are viewed as win-lose as they focus on scarce resources. Skills to negotiate conflict over tangible issues can be learned, and perfected. Experienced negotiators do not view conflict as win-lose but as an opportunity to discuss a broad range of alternatives.
