ADMS 4490 Lecture Notes - Lecture 2: Plaintext, Sugar Substitute, Final Offer

• School: York University
• Department: Administrative Studies
• Course: ADMS 4490
• Professor: Marie Budworth

Document Summary

Point at which a negotiator would like to conclude negotiation (also known as aspiration) Reasons to negotiate: negotiation face interdependent situations that are distributive, and to do well in them they need to understand how they work, many people use distributive bargaining strategies and tactics almost exclusively. All negotiator need to understand how to counter their effects: every negotiation situation has potential to require distributive bargaining skills during the claiming value" stage. They often make parties so involved in difference that they ignore what they have in common. Quite useful when negotiator wants to maximize the value obtained in single deal. When the r/s with the other party is not overly important. When they are at claiming value stage of negotiation. A negotiator"s bottom line or the point at which they are indifferent to a deal (also known as reservation price) Make the initial offer away from the target to make some room for concession.