MGHC02H3 Lecture Notes - Lecture 2: Reactive Devaluation, Best Alternative To A Negotiated Agreement, Big Bang
Document Summary
The big bang: the evolution of negotiation research - leigh thompson and geoffrey j. Getting to yes: a big bang- by roger fisher and william ury is such a book, a timeless book containing timeless concepts that continue to unravel themselves like a mysterious dna process. The big-bang theory is the dominant scientific theory about the origin of the universe (title of the article) They see the current universe of negotiation theory and research to be a result of this big bang. The core elements of getting to yes are stated in the table of contents as powerful maxims that have served as mantras for countless negotiators: people: separate the people from the problem. Interests: focus on interests, not positions: options: invent options for mutual gain, criteria: insist on using objective criteria, the batna (best alternative to a negotiated agreement) principle, soft versus hard bargaining style.
