MGT 365 Lecture 5: Mutual Adjustment
12 Sep 2018
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Document Summary
When parties are interdependent, they have to find a way to resolve differences: own outcomes & decisions can be influenced by other. Both parties can influence other"s outcomes & decisions. It"s important to recognize that negotiation is a process that transforms over. Negotiations often begin w/ statements of opening positions. be forthcoming from the other side: people will adjust & readjust their positions, each party states most preferred settlement proposal, hoping that other. Bargaining range: range of possible agreements between two party"s minimally acceptable settlements. Dilemmas w/ mutual adjustment: dilemma of honesty, concern about how much of the truth to tell other party. Telling the other party everything about your situation may give person opportunity to take advantage. Not telling other person anything about needs & desires may lead to a stalemate: dilemma of trust, concern about how much should negotiators believe what other party tells them.
