BUS 485 Chapter Notes - Chapter 7: Best Alternative To A Negotiated Agreement, Reservation Price
4 Jul 2019
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Document Summary
Negotiators often attempt to get as much of the bargaining zone as possible. Negotiators who have power are in position to claim the lion"s share of resources. When negotiators have a great batna, they have power: therefore, negotiators must attempt to cultivate and improve upon their batnas prior to negotiating. Another source of power in negotiations is based on a negotiators ability to influence others: Social power: the power people have over other people. Personal power: freedom people have from other people in terms of decreasing their dependency on others. In a situated employment negotiation, 3 types of power balances were investigated: Symmetric high-power dyads: value creation (win-wing) is associated with increase mutual accommodation. Symmetric low-power dyads: value creation is associated with greater contentiousness. Asymmetric-power dyads: maximize value creation when they adopt a neutral stance, neither overusing or underusing accommodation or contentiousness. Power has a number of social and cognitive effects on the power-user, such as:
