MHR 505 Lecture Notes - Lecture 11: Job Sharing, Workaholic, Consumerism
25 Feb 2016
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Chapter 11 conflict & negotiation in the workplace. Negotiation: conflicting parties attempt to resolve their divergent goals by redefining the terms of their interdependence. Need to balance collaborative behaviours (create value) and competitive behaviours (claim value) Initial offer point: team"s opening offer to the party. Most likely will be the best case scenario. Target point: team"s realistic goal or expectation for a final agreement. Resistance point: point beyond which the team will make no further concessions. The bargaining zone model states that: the negotiation process moves each party along a continuum with an area of potential overlap. The bargaining zone model illustrates: the various bargaining positions between the parties. In a purely win-lose situation, the bargaining zone states that the opposing parties: try to discover the other side"s resistance point so they can determine how much they can gain without breaking off negotiations.
