MGHC02H3 Lecture Notes - Lecture 11: Profiterole, Best Alternative To A Negotiated Agreement, Reactive Devaluation
Document Summary
The big bang: the evolution of negotiation research. Big bang theory is the dominant scientific theory about the origin of the universe. Current universe of negotiation theory and research to be a result of this big bang; no way to ever prove that getting to yes expanded and facilitated the study of negotiation. Every negotiator has two kinds of interest: in the substance and in the relationship. Negotiators strive to achieve favorable outcomes but also place value on their relationship with the other party; meaning friends are less competitive with each other than they are with strangers. Emotions play a big role in negotiation can create emotional reactions in other parties o ex. Negotiators are less demanding against angry opponents negative emotions tie people to the problem, positive emotions partition people from the problem. Happy negotiators behave cooperatively and identify greater mutual gains. Fisher and ury state that understanding conflict is not reality itself but individual"s perceptions of it.
