MGMT 300 Lecture Notes - Lecture 38: Best Alternative To A Negotiated Agreement, Emotional Contagion
21 Dec 2017
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Who is the other party? what is their batna and reservation point. Think about future and how this negotiation will affect reputation/relationship. Mistakes of being hard on problem and hard on people or soft on problem. Suggested approach: and soft on people be on the people. Facts, interests, rights, power in a strategy against your opponent becomes intricate. Chester karass - you don"t get what you deserve, you get what you negotiate . Negotiation is like chess - nothing complicated but understanding how the pieces move together. We won, they lost - make excuses for winners as we gravitate towards them, blame the losers. Just world hypothesis - religion accounts for unjust world. Political skill is greatest predictor of success. Work with less competent coworker than a highly competent jerk. (can i cut in line because i need to make copies?) (can i cut in line because i am late for work?) Asking with a good reason = 94% .
