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the basic dynamic of competitive (win-lose) bargainingBargaining
Bargaining
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the basic dynamic ofintergrative (win-win) negotiating
Negotiating
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this type of party depend on each other to achieve their own preferred outcome
Interdependent parties
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this type of party must rely on others for what they need
Dependent parties
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this type of party is characterized by interlocking goals, the parties need each other in order to accomplish their objectives
Independent parties
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situation where there can be only one
winner or where the parties are attempting to get the larger share or piece of the fixed resource(amount of raw material, money, time, etc)
zero-sum or distributive situation
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situations where many people can achieve their goals and objectives
non-zero-sum or integrative situation
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the difference between the preferred accepetable
settlements
bargaining range
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Best alternative to a negotiated agreement. One that will influence the decision to close a deal or walk away.
BATNA
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“the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual”
Perception
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stereotyping, halo effects, selective perception, and prohection.
Four major perceptual errors
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refers to the tendency of negotiators, particulary in an auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
Winners curse
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refers to the tendency of people to draw conclusions from small sizes. The way negotiators learn and extrapolate from their own experience is limited in time or scope.
Law of small numbers
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