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Week 11 - Negotiation (Third party Conflict Resolution (Peer Review,…
Week 11 - Negotiation
Third party Conflict Resolution
Peer Review
Mediator
Ombudsperson
Consiliator
Arbitrator
Facilitator
Negotiation Traps
Agreement bias
Winners curse
Reactive devaluation
Hubris
Fixed-pie perception
Lose-lose negotiation
Game Plan
Target Point
Specific results
BATNA
Best alternative to negotiated agreement
Improve increase bargaining power
Communicate you have good BATNAs
Resistance Point
Point to walk away than accept
Bargaining Zone
Difference between two parties
Positive
Negative
Techniques
Ask for more concession
Give with rationales
Give small concessions when approaching goal
Cooperation
Prosocial vs egoist
Integrative
Aggressive Opening Offer
Influenced by initial offers
Anchoring effect
How aggressive?
Information sharing
How much?
Definiton
Process
Two or more parties
Exchange goods or services
Agree exchange rate
Issue structure
Integrative
Two different issues
Trade off = Win-Win
Distributive
Opposite
Outcome fixed
Identical