ORGS 4560 Lecture Notes - Lecture 10: Best Alternative To A Negotiated Agreement, Brainstorming
9 May 2016
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Fisher in real life, results are determined by power international level negotiation power is typically associated with military power threats, warnings, resolve, commitment -> play important roles. 6 elements of negotiating power that can be acquired before and during negotiation (only one is the capacity to make a credible threat) Real negotiating power ability to influence the decisions of others assuming they know the truth. Categories of power (1) power of skills and knowledge. Skilled negotiator is better able to influence the decision of others than an unskilled negotiator. Negotiating skills can be learned and taught. Skills: ability to listen, become aware of emotions of others, empathize, communicate clearly. Knowledge relevant to a particular negotiation is also very powerful. Categories of knowledge: knowledge about the ppl involved (personal concerns, interests, values), about the interest involved (both sides hopes, fears, needs), about the facts. More you know, more likely to invent creative solutions (2) power of a good relationship.
