Chapter_11_Negotiation

Question 1

Integrative negotiation

Answer 1

Enlarge the pie so more people can make benefit. Look for the important parties that can make the critical decision.

Question 2

Negotiation preparation

Answer 2

• Unrealistic expectations
• Over competitiveness
• BATNA (best alternative to negotiatied settlement
Reservation price (minimue price)
• Mythical fixed pie
• Preparing first offers
• Anchors

Question 3

Bargaining

Answer 3

• Flinches
• Exchanging information
• Frames of reference
• Risk
• Impasse: interests not positions
• Breaks
• Third parties
• Negotiating in a closet
• Irrationality and emotion