My sumptuous padlet by 2uang Nguyễn Văn https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71 en-us 2023-06-23 02:53:32 UTC 2025-12-27 09:14:12 UTC hello@padlet.com Trust nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630661524 2023-06-23 03:08:03 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630661524 When everyone is on the defensive, they retreat and withhold information, seeking to defeat their position rather than work together. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630667479 2023-06-23 03:13:40 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630667479 3 tactics to elicit information from the other negotiator when he or she mistrusts you nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630668337 Deepak Malhotra and Max Bazerman (2007)]]> 2023-06-23 03:14:41 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630668337 1. Share information and encourage reciprocity nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630668970 2023-06-23 03:15:25 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630668970 2. Negotiate multiple issues simultaneously nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630669198 2023-06-23 03:15:43 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630669198 3. Make multiple offers at the same time nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630669395 make two or three offers at the same time.]]> 2023-06-23 03:15:57 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630669395 You are willing to describe your needs and interests if he agrees to share his as well nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630670821 caution to ensure there is agreement about the explicit ground rules before proceeding]]> 2023-06-23 03:17:50 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630670821 Negotiators to identify relative priorities of the other negotiator, as well as obtain some information about his interests nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630672441 watching for issues where the other party is very engaged, emotional --> high priority issues. ]]> 2023-06-23 03:20:01 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630672441 The way that the other negotiator responds to these offers should provide you with information about his relative interests. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630674543 2023-06-23 03:22:58 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630674543 In summary, integrative negotiation is easier when the parties trust each other. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630676863 2023-06-23 03:26:37 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630676863 Clear and Accurate Communication nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630681971 2023-06-23 03:33:27 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630681971 First, negotiators must be willing to share information about themselves nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630683092 in specific, concrete terms, avoiding generalities and ambiguities.]]> 2023-06-23 03:35:09 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630683092 Second, negotiators must understand communication nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630683484 2023-06-23 03:35:39 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630683484 they must understand the meaning they each attach to their statements nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630684793 If someone on a bargaining team, may be partner makes a confusing statement, others can address it and try to clarify it]]> 2023-06-23 03:37:39 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630684793 Mutual understanding is the responsibility of both sides. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630688205 2023-06-23 03:42:45 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630688205 Multiple communication channels, such as opportunities for the two sides to communicate outside formal negotiations, will help negotiators clarify the formal communication or exchange information if the formal channels break down. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630689338 The negotiators must exercise care, sending conflicting messages during integrative negotiation can confuse the other party, and may threaten or anger them. ]]> 2023-06-23 03:44:55 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630689338 Metaphors may also play an important role in communicating during negotiation. Metaphors may be defined as “talking about one thing in terms of another” nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630690988 (1) Metaphors help negotiators understand why the other party is saying what they said
(2) metaphors may help identify areas for mutual gain because they provide insight into the other party’s needs and motives]]> 2023-06-23 03:47:36 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630690988 When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create formal, structured procedures for communication. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630691871 For example, most rules for debates limit statements to five minutes, and similar rules are often adopted in contentious open meetings or public hearings.]]> 2023-06-23 03:49:09 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630691871 An Understanding of the Dynamics of Integrative Negotiation nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630692927 2023-06-23 03:50:55 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630692927 Negotiators frequently assume that the distributive bargaining process is the only way to approach negotiations. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630699404 integrative negotiation enhances the ability of the parties to negotiate integratively]]> 2023-06-23 04:00:38 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630699404 Particularly in how to exchange information about priorities across issues and preferences within issues and how to set high goals significantly enhances the frequency of integrative behaviors and led the parties to achieve higher joint outcomes nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630700236 Weingart, Hyder, and Prietula (1996)]]> 2023-06-23 04:02:20 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630700236 Analogical training appears to be an especially powerful way to learn about integrative negotiation --> to identify and understand the underlying principles and structure of the negotiation. nguyenvanquangx146 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630701068 Lowenstein, Thompson, Gentner (2003)]]> 2023-06-23 04:03:54 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630701068 The motivation and Commitment to Work Together hatths170851 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630719543 2023-06-23 04:32:12 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630719543 hatths170851 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630730281 Negotiators can recognize that they share a common fate and discuss that there is more to be gained by working together than by working separately. 
 ]]> 2023-06-23 04:45:55 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630730281 Presettlement settlements hatths170851 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630733331 - A firm, legally binding written agreement between the
parties 
- Was made before full-scale negotiations, but intends to replace it with a clearer long-term agreement
- Resolves only a subset of the issues 
 ]]> 2023-06-23 04:49:18 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630733331 An umbrella agreement that provides a framework for future discussion hatths170851 https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630740289 - Flexibility as the negotiating relationship between the parties is evolving
- Provide flexibility for claiming value 
- Used when all problems and undesirable situations have been identified
 
 ]]> 2023-06-23 04:57:36 UTC https://padlet.com/nguyenvanquangx146/g2jva58nw4qsde71/wish/2630740289