OBHR 4P65 Chapter 12: Chapter 12

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orangelouse874

16 Feb 2012

School

Brock University

Department

Organizational Behaviour and Human Resources

Course

OBHR 4P65

Professor

Dave Whitehead

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Document Summary

Chapter 12 best practises in negotiations: be prepared. Understand own interests and how to articulate them. Setting aspirations for negotiation that are high but achievable (optimal vs suboptimal: diagnose the fundamental structure of the negotiation. Distributive vs integrative or mix: identify and work the batna. Aware of other party s: be willing to walk away. Real goal: reach a good outcome (not necessarily an agreement) Make regular comparisons with the targets they set during the planning stage. Comparing their progress during negotiation against their walkaway and batna: master paradoxes. Sticking with the strategy vs opportunistic pursuit of new options. Trust vs distrust *dilemma of trust: remember the intangibles. Winning, avoiding loss, looking tough or strong to others, not looking weak, being fair, etc. Look for behaviour of other party, as well as gather info. Ask questions to find out other party s intangibles. Take an observer or listener with you: actively manage coalitions.

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OBHR 4P65 Chapter 12: Chapter 12

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