MGHC02H3- Midterm Exam Guide - Comprehensive Notes for the exam ( 13 pages long!)
Document Summary
The big bang: the evolution of negotiation research. People: separate people from the problem: three landmark events. Every negotiator has two kinds of interest. Negotiators strive to achieve favourable negotiated outcomes. Place value on relationship with other party. Understanding others perspective: reactive devaluation: negotiators perceiving concessions made by the opponent as benefitting the opponent. Focus on interest not position: identify interest underlying parties. Overcome fixed-pie perception to identify interest: fixed-pie perception: often faulty belief that people"s interest are fundamentally and directly opposed. Gain for one part and loss for another. Options for mutual gain: benefits both parties, need to overcome four obstacles. Premature judgements: sometimes commit to difficult course of action and later find it difficult to change. Single-minded focus on certain position can create feelings of dissatisfaction. Easiest to manipulate people by using batnas. Interpersonal manager roles: figurehead role, every manager must perform some ceremonial duties, leader role, some actions involve leadership directly, leader role related to motivation.
