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RE-NA-ME

Negotiation

 

Negotiation = 2 or more parties exchange goods or services & attempt to agree on the exchange rate for them.

 

2 TYPES  

 

Distributive Bargaining = zero-sum conditions; fixed pie; “I gain at your expense" (Builds animosity).

               

Integrative Bargaining =   one or more settlements exist that are win-win solutions need openness, trust, & flexibility.( preferred approach)

 

 

Issues in Negotiation

 

Personality traits

 

Cultural Differences

Decision-making biases

 

Personality   traits   have no significant   direct effect on the bargaining   process or   negotiation outcomes...therefore, concentrate on the issues &

situational factors, not the person.

 

Cultural   Differences are relevant to negotiating style:

 

North Americans ... try to persuade by relying on facts 7 logic. 

                       ... counter opponent’s arguments with objective facts.

                       ... make small concessions early in negotiations  ( to establish a relationship).

                       ... reciprocate opponents’ concessions.

                       ... treat deadlines as very important.

           Also cultural differences in lengths of silence, physical contact, & frequency of interrupting.

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conflict negotiation and intergroup behavior