MGRL-3105 Chapter Notes - Chapter 8: Best Alternative To A Negotiated Agreement, Social Capital, Individualism

• School: Vanderbilt University
• Department: Managerial Studies
• Course: MGRL-3105
• Professor: Patrick Leddin

Document Summary

French and raven"s model (6 forms): coercive, reward, legitimate, expert, information, referent: galinsky (4 sources): power of alternatives, information, status, social capital. Batnas as power: more attractive batna means more power, therefore, imperative that negotiators cultivate and improve batnas prior to negotiating by , keep your options open. Signal that you have a batna without revealing its exact value: misrepresentation--alluding to options you do not actually have (unethical, research the counterparty"s batna, use multiple sources, negotiators who think about counterparty"s batna do better slicing the pie. Symmetric vs. asymmetric power (distributing: asymmetry--one party has significantly more power, asymmetric power dyads--maximized value creation when neutral stance was adopted (not over- Symmetric high power dyads--integrative outcomes associated with mutual accommodation. Low-power dyads--value creation associated with greater contentiousness using or under-using accommodation or contentiousness) Perspective-taking: when powerful negotiators engaged in perspective-taking, negotiators shared more information, developed more accurate judgments, and negotiated better outcomes.