BUS 485 Lecture Notes - Lecture 5: Flower Child, Sexual Abstinence, Avail
16 Dec 2017
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Win-win neg = all creative opps are leveraged, no resources left on the table: integrative negs . Win-win =/=: compromise reaching middle ground btwn negs" positions. Ppl who seem to have the most interest in building relationship w/other party often fail to reach integrative agreements. Most negs begin as single issue but they =/= win-win b/c one party gains & the other loses. Probability that negs will have identical prefs across all issues is small. If parties have diff strengths of pref across neg issues, a win-win neg is possible. Levels of integrative (win-win) agreements using the pyramid model: each successive level subsumes properties of the levels below it, try to achieve level 3. Reaching agreement that exceed this creates value relative to their best alt. Negs create value by reaching settlements that are better than their res pts (disagreement alts: level 2.
