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9 Cards in this Set
- Front
- Back
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Define Negotiation |
-Independent parties -Differing goals -Joint decision |
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Complexities of MPN |
Competitive or cooperative issues and processes tangibles and intangibles dynamic evolving choices messy! |
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Goals (examples of) |
Interests, relational, instrumental, process, principles |
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Objectives (examples of) |
'Positions' - relative/compared to other parties goals Objectives should be RAM |
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CRIP |
Content |
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Strategic Options |
Unilateral - irrespective of other party |
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Don;t negotiate when |
You could lose to much (WATNA) You have nothing to gain (relational & substantive) There's unethical demands Not enough time Under prepared |
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Define Power |
The ability or capacity to achieve a goal against the interests or will or resistance of others |
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RICE sources of Power |
Resources Interpersonal Links Communication skills (use of framing) Expertise |
