BUAD309 Midterm: Exam 3 Processes and Models

• School: University of Delaware
• Department: Business Administration
• Course: BUAD309
• Professor: Racicot

Document Summary

Stage 1: conditions that create potential for conflict to occur are present. Stage 2: people perceive conflict exists and negative emotions felt. Stage 3: people form intention to behave. Stage 4: overt behaviors stemming from intentions observed. Stage 5: result of behaviors, outcome is realized. Step 1 -- prep and planning: articulate goals, develop range of outcomes, anticipate other party"s position, assess goals of other. Step 2 -- definition of ground rules: where will negotiation take place, who will participate, time constraints, issues, what will you do in case of impasse, initial proposals and demands exchanged. Step 3 -- clarification and justification: explain and justify initial demands, educate and inform each other on issues, explain how you determined demands, provide documentation to support position. Step 4 -- bargaining and problem solving: heart of negotiation process, give and take discussion in trying to reach agreement, both parties make concessions.