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4.1 - Coggle Diagram

- - - - Each party's set of interests
      - The relative importance of each party's interests
      - Each party's alternative to a negotiated agreement
        
        we must determine the Best Alternative to a Negotiated Agreement (BATNA)
        
        BATNA is the lowest level we can accept (reservation point or Indifference point) the point between a negotiated agreement and a impasse
    - - Claiming Value in negotiation
        
        The key is know the reservation point of the other party
        
        in a positive bargaining zone, both reservation points overlap
      - Creating Value in Negotiations
        
        Trading on issues to create value
        
        Creating value through bets
        
        Creating value is as important as claiming value
      - Would you rather claim 60% of a $1,000 pie, or 50% of a $2,000 pie?
      - Strategies to collect information about the other party
        
        Build trust and share information (if you trust the other aide)
        
        Ask Questions
        
        Strategically disclose information (if you trust the other aide less)
        
        Negotiate multiple issues simultaneously
        
        Make multiple offers simultaneously
        
        Search for post-settlement settlements (PSS)
        
        Pareto-superior agreement
        
        This is a last step in creating value
- - - - Category 2
        
        Expectant stakeholders, hold two attributes
        
        Dominant stakeholders
        
        are important as their cause is legitimate, and they have the power to act upon it
        
        Dependent stakeholders
        
        lack power but do have an urgent and legitimate claim
        
        Dangerous stakeholders
        
        have urgency and they are willing to use power such as coercion (e.g. terrorists).
      - Definitive stakeholders
        
        These stakeholders have all three attributes; power, legitimacy and urgency.
      - Category One
        
        Latent stakeholders possess one attribute (Power or Legitimacy or urgency)
        
        Dormant stakeholders
        
        may have little interest in the organisation but they do have power (e.g. the government).
        
        Discretionary
        
        may have no power or urgency but they have a legitimate claim (e.g. charities).
        
        Demanding stakeholders
        
        have no power or legitimacy but they perceive their wants and needs to be urgent (e.g. a lone protester with a questionable cause).