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Nego T4 (Knowing Other Party Needs (Improves (- integrative performance, -…
Nego T4
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Focus Interest :zap:
Substantive Interests
- needs that relate to outcomes
Relationship interest
- deal w/ relationship btw parties
Process interests
- concern w/ negotiation process
Interest in principles
- concern w/ ethical & just
Obstacles Creating Value
- Making Premature Judgment
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- Assume other party should meet own goal
Dilemma of Trust
- Predict/ Observe based on past behavior
- Do research to learn more
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- Give powerful set/ rules in negotiation
- Put agreement in writing signed by other party
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Evaluating Alternative
- Insist using objective criteria
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to decision, agreed standard
- Evaluate according merits
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Dilemma of Honesty
Depends on
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- Relationship w other party
Grow ability predict others, if have more experience in negotiation
- Don't disclose too much information
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