BUS 485 Chapter Notes - Chapter 4: Cherry Picking, Best Alternative To A Negotiated Agreement, Precautionary Statement

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 485
• Professor: mitra kiamanesh

Document Summary

Win-win is not: compromise, even-split, satisfaction, building a relationship. Win-win negotiation: not pertaining to how the pie is divided but to how the pie is enlarged by negotiators; all creative opportunities are leveraged, and no resources are left on the table; win- win negotiations are integrative. People often fail to see integrative potential because they do not believe that win-win exists. In mixed-motive negotiations, parties realize they have two incentives vis- -vis the other party: Cooperation (so that they can reach an agreement and avoid resorting to their batnas) Competition (so that they can claim the largest slice of the pie) What this perception misses is the incentive to create value, which is the key to win-win negotiation. Most commonly used win-win strategies (but not actually effective): Commitment to reaching a win-win deal: commitment doesn"t mean they"ll reach a win-win. Compromise: equal-concession negotiations do not ensure that a win-win has been reached.