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Strengthens relationships and heightens morale.

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Strengthens relationships and heightens morale.

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able to cope with problems through discussion.

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able to cope with problems through discussion.

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One party agrees to make a change in his/her position, a concession has been made

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One party agrees to make a change in his/her position, a concession has been made

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based on one’s own moves
and the other’s responses

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members, within families, classes

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EX: bosses and subordinates, spouses,
siblings, roommates,

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want an ice cream cone badly, but we know that ice- cream is very fattening

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sharp disagreement or opposition

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Best Alternative to a Negotiated Agreement
(đàm phán tốt nhất cho cả 2 bên)

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Non-zero-sum or integrative – mutual gains situation

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Non-zero-sum or integrative – mutual gains situation

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Types of Interdependence Affect Outcomes

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Types of Interdependence Affect Outcomes

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characterizes many interdependent relationships

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mục tiêu có mức độ liên quan chặt chẽ với nhau

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Value differences that exist between negotiators

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Value differences that exist between negotiators

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Perception: treating problems as more fragmented/competitive than they really are

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Win-win: Opportunities for both parties to gain

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Win-win: Opportunities for both parties to gain

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be able to recognize situations

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be versatile in their comfort and use of
both major strategic approaches

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Resolution of intangibles (winning, losing, saving face)

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Resolution of intangibles (winning, losing, saving face)

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Management of tangibles (the price, the terms of agreement)

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Management of tangibles (the price, the terms of agreement)

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result:  non-zero-sum or to have both parties do well

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-result: zero-sum or distributive gets the largest piece of resources

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Parties search for agreement rather than:

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Parties search for agreement rather than:

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'win” or share resources

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Parties expect a “give-and-take” process

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Parties expect a “give-and-take” process

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get a better deal than by simply accepting what
the other side offers

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Characteristics of a Negotiation Situation

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Characteristics of a Negotiation Situation

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Concern about how much should negotiators believe what the other party tells them

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Concern about how much of the truth to tell the other party

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Bargaining:  competitive, win-lose situation

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Bargaining:  competitive, win-lose situation

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Agree on how to share or divide a limited resource

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Agree on how to share or divide a limited resource

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discussion, involves two or more parties, resolves an issue in a way that each party finds acceptable.