Professional Documents
Culture Documents
Agenda
Announcements
Review of Negotiations
Know yourself
Target + BATNA + Reservation Point Who is it? Position and interests? BATNA? One-off or part of an on-going relationship? Need to reach an agreement?
Review of Negotiations
Distributive Negotiation Fixed pie Integrative Negotiation Expanding the pie
Other
You
Other
You
Review of Negotiations
Threats and promises Firmness v. concessions Persuasion Search for trade-offs Share information (with one exception) Frame differences as opportunities Cut the costs Add issues to help make package deals Introduce superordinate goals
Agenda
Group Development
Group Development
Punctuated equilibrium
Agenda
10
Sub-Arctic Survival
11
Sub-Arctic Survival
Group Decision-Making
Advantages Pooling of resources Sharing of expertise and experience Increased support for the decision Increased motivation with respect to the decision
Disadvantages Slow Costly Likelihood of group conflict Pressure to conform to group norms Pressure to conform to leader
13
How does belonging to groups change your behaviour? How does it change your well-being? How does it change your performance?
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