BU288 Lecture Notes - Lecture 10: Best Alternative To A Negotiated Agreement, Expectancy Theory, Job Performance
Document Summary
*midterm is the same format as the first one (30 mc, choose 3 out of 4 short answer, outline is posted) Groups and errors: groupthink: what leads to groupthink? what are the symptoms? individual errors as well we have cheats and biases. Individual cultures are very competitive, see winners and losers in a discussion; collectivists aren"t they are better negotiators because they ind integrative solutions, want everyone to gain. Distributive bargaining: individualistic, deal with one issue at a time. *negotiation strategy table is good outline for an example question, compare and contrast. Batna best alternative to a negotiated agreement try to get something better than your alternative sets the limit for when you walk away from a negotiation. Where these two areas overlap is called the positive bargaining zone or settlement. Zone, it is within each party"s acceptable range and so they will likely settle on a price there.
