Managing Negotiations: Getting to Yes (E_BK3_MNGY)
Institution
Vrije Universiteit Amsterdam (VU)
Book
Getting To Yes
Book Summary of “Getting to Yes; negotiating an agreement without giving in” by Fisher, R., Ury, W. &Patton, B. (2012). The summary provides a detailed, yet simplified, summary of the book, with numerous tabs, graphs, and material from the book itself. The summary covers all the main and most i...
Samenvatting boek Getting to yes, Professional communication 3
Samenvatting Getting to Yes
Lecture notes 1 to 11 Managing negotiations
All for this textbook (10)
Written for
Vrije Universiteit Amsterdam (VU)
International Business Administration
Managing Negotiations: Getting to Yes (E_BK3_MNGY)
All documents for this subject (3)
1
review
By: larsdehaan1 • 2 year ago
Seller
Follow
federicolol
Reviews received
Content preview
Managing Negotatono: Getng go oeo
“Getting to Yes; n negoatang tn tgeeenent withtuomt githnithng ithn”vi
Fioher, R., Ury, W. &Paton, . (2012).
SUMMARo
, ⁃ Positional bargaining - why is it bad?
⁃ Arguing over positions produces unwise outcomes - the more
you clarify your position, the more you defend it against attack, the more
committed you become to it. Furthermore, the more you try to convince he
other side of the impossibility or changing your opening position, the more
difficult it actually becomes to do so. Your ego becomes identieed with your
position and you now have a new interest in “saving face”.
⁃ Arguing over positions is inefcient - bargaining over positions
creates j incentives that stall settlement. The more you hold to your position,
the smaller will be the concessions and the more time and efort it will take
to discover whether an agreement is possible.
⁃ Arguing over positions endangers an ongoing relationship
⁃ When there are many parties, positional bargaining is even
worse - almost every negotiation involves more than two parties - the more
people involved in a negotiation, the more serious the drawbacks to
positional bargaining. When many parties are involved, positional bargaining
leads to the formation of coalitions among parties whose shared interests are
often more symbolic than substantive. eg. United Nations - such coalitions
often produce negotiations between the “north” and the “south”.
⁃ Being nice is no answer - there is a risk of producing a sloppy
agreement. Pursuing a soft and friendly form of positional bargaining makes
you vulnerable to someone who plays a hard game of positional bargaining.
In positional bargaining, a hard game dominates a soft one.
Difference between softt and hard negotiation:
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller federicolol. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $7.08. You're not tied to anything after your purchase.
