Management and Organizational Studies 2276A/B Chapter Notes - Chapter 7: Best Alternative To A Negotiated Agreement, Negotiation, Reservation Price

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2276A/B
• Professor: Frederick King

Document Summary

Responsible for knowing the definition of open source, not responsible for knowing license thoroughly, will have questions on definitions and open source software in general. Very portable, if your good negotiator you can sue it in or out of business. Done (cid:498)haggling or positional bargaining thinks of us) and there is only one item for negotiation price: you don"t say anything that isn"t true, you"re honest. Principal of negotiations (integrative negotiation in article); you do not focus: works best when your at the market and there sonly one issue which. For all negotiations: want to be the one establishing the anchor price. If i know your batna is poor, i know you have to do this deal; i can afford to be more aggressive because you cant walk away (one party usually becomes more aggressive in positional bargaining. Car dealers use 1) how much are you looking to spend,, you set the anchor.