Negotiation Principles

Negotiation

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Negotiation Theory
( )Negotiator .
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- Process

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.2 Behaviour

Substance

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Agenda
Issues .
Options
Agreements .

( Cherry Picking )


Advocacy
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BANTA

Win Win

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1970 - .

Principled Negotiation .
( )Getting to Yes
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MIT .

Emotion in Negotiation

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Negotiation


Affect Effect

 )PA( Positive Affect

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PA
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Positive Sum
Zero Sum
Negative Sum
)BANTA (Best Alternative to a Negotiation Agreement
)ZOPA (Zone of Possible Agreement
Ripeness
Hurting Statement
Compromise



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1000 .

- Integrative Bargaining -
Distributive Bargaining


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(4)1

(3)3

(2)2

(1)4

Hurting Statement

.Escalation
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BANTA
BANTA Best Alternative to a Negotiation Agreement.

1981 Getting to Yes

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BANTA

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BANTA
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)Zone of Possible Agreement (ZOPA

5/4

ZOPA

( )ZOPA
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 Ripeness

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MHS .
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 Compromise

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Conflict Escalation


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