Samenvatting
Summary articles Managing Negotiations: getting to Yes!
Summary of the articles for the course Managing Negotiations: Getting to Yes from the minor Understanding and Influencing Decisions in Business and Society.
[Meer zien]Voorbeeld 1 van de 3 pagina's
Voorbeeld 1 van de 3 pagina's
In winkelwagengesponsord bericht van onze partner
1 beoordeling
Door: idristanga • 2 jaar geleden
Voorbeeld van de inhoud
MNGY Dominique van SchagenHasselhuhn, M.P.: Support Theory in Negotiation: How Unpacking Aspirations and Alternatives Can
Improve Negotiation Performance
Discussions over how to divide a finite set of resources are ubiquitous.
Some simple but powerful tactics to improve negotiation performance:
- Generating strong alternatives to the current negotiation so that negotiators can set more
aggressive bottom lines à Reservation points
- Focusing on the maximum amount of value negotiators hope to attain from the negotiation à
Aspiration levels
The combination of the negotiator’s own bottom line and the perceived upper limit of his/her
counterpart defines the boundaries within which the negotiation will occur à zone of possible
agreement.
Negotiators with stronger BATNAs set more aggressive bottom lines in terms of the value required
to reach a negotiated agreement. Having strong alternatives is important because:
- They protect a negotiator when a negotiation falls apart
- Gives the negotiator greater power in demanding a better deal in the current negotiation.
The greatest source of uncertainty in negotiations comes from their counterpart: their intentions,
goals, and whether they intend to abide by the terms of the agreement.
An event is considered to be more likely when it is unpacked into components than when it is
considered as a single package. Negotiators who unpack their alternatives will believe they have
attractive options should they walk away from the current negotiation. Negotiators who unpack their
aspirations will believe they can attain a relatively greater settlement from their counterpart.
Study 1: taxicab passenger negotiations
Participants negotiated taxi fares between a common housing
location and the on-campus business school. Before negotiating,
participants made judgments regarding the lowest fare they hoped to
pay. Participants considered these aspiration levels as either a
consolidated set (packed condition) or an unbundled set of the same
possible outcomes (unpacked condition).
Results
Successful participants were evenly distributed between the packed
and the unpacked conditions. Negotiators who unpacked a potential
positive outcome believed the chances that the driver would agree to a
fare below $10.00 were higher compared with negotiators in the packed condition (60.58% vs 86.51%,
see figure above). Negotiators in the unpacked conditions aspired to pay a lower fare than negotiators
in the packed condition.
Discussion
Unpacking negotiation aspirations can improve outcomes compared to when they are a single
package. Negotiators who unpacked their aspirations set higher goals and attained superior outcomes
compared with negotiators who considered a less detailed set of the same possibilities.
Study 2
Participants completed an adapted version of “The Bonus” negotiation exercise. In this negotiation,
a job candidate receives a job offer and is negotiating the offer with the recruiter. Participants were
informed that all offer details have been decided with the exception of the signing bonus. The
negotiation materials provided information regarding aspiration and reservation values. Recruiters
Voordelen van het kopen van samenvattingen bij Stuvia op een rij:
Verzekerd van kwaliteit door reviews
Stuvia-klanten hebben meer dan 700.000 samenvattingen beoordeeld. Zo weet je zeker dat je de beste documenten koopt!
Snel en makkelijk kopen
Je betaalt supersnel en eenmalig met iDeal, creditcard of Stuvia-tegoed voor de samenvatting. Zonder lidmaatschap.
Focus op de essentie
Samenvattingen worden geschreven voor en door anderen. Daarom zijn de samenvattingen altijd betrouwbaar en actueel. Zo kom je snel tot de kern!
Veelgestelde vragen
Wat krijg ik als ik dit document koop?
Je krijgt een PDF, die direct beschikbaar is na je aankoop. Het gekochte document is altijd, overal en oneindig toegankelijk via je profiel.
Tevredenheidsgarantie: hoe werkt dat?
Onze tevredenheidsgarantie zorgt ervoor dat je altijd een studiedocument vindt dat goed bij je past. Je vult een formulier in en onze klantenservice regelt de rest.
Van wie koop ik deze samenvatting?
Stuvia is een marktplaats, je koop dit document dus niet van ons, maar van verkoper dominiquevschagen. Stuvia faciliteert de betaling aan de verkoper.
Zit ik meteen vast aan een abonnement?
Nee, je koopt alleen deze samenvatting voor €3,49. Je zit daarna nergens aan vast.
Is Stuvia te vertrouwen?
4,6 sterren op Google & Trustpilot (+1000 reviews)
Afgelopen 30 dagen zijn er 75323 samenvattingen verkocht
Opgericht in 2010, al 14 jaar dé plek om samenvattingen te kopen