https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l Ex13 en-us 2023-06-19 07:10:12 UTC 2023-06-19 08:05:44 UTC hello@padlet.com https://padlet.net/icons/png/1f606.png quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626884524 2023-06-19 07:14:05 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626884524 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626885150 Define the negotiating goal]]> 2023-06-19 07:14:59 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626885150 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626885314 Defining the major issues related to achieving the goal]]> 2023-06-19 07:15:10 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626885314 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626885953 Assembling the issues, ranking their importance, and defining the bargaining mix]]> 2023-06-19 07:15:53 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626885953 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626886129 Defining the interests]]> 2023-06-19 07:16:02 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626886129 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626886350 Knowing your alternatives (BATNAs)]]> 2023-06-19 07:16:17 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626886350 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626886800 2023-06-19 07:16:46 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626886800 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626887333 Knowing your limits, including a resistance point]]> 2023-06-19 07:17:28 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626887333 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626887562 Analyzing and understanding the other party’s goals, issues, and resistance points]]> 2023-06-19 07:17:47 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626887562 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626888632 2023-06-19 07:18:52 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626888632 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626890056 Setting one’s own targets and opening bids]]> 2023-06-19 07:20:16 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626890056 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626890364 Assessing the social context of negotiation]]> 2023-06-19 07:20:32 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626890364 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626890514 2023-06-19 07:20:44 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626890514 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626891029 The number of issues and the relationship between the negotiator and the other party, are often the primary determinant uses a distributive or integrative strategy.]]> 2023-06-19 07:21:13 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626891029 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626892166 Single-issue negotiations tend to dictate distributive negotiations]]> 2023-06-19 07:22:36 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626892166 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626893017 Multiple-issue negotiations lend themselves more to integrative negotiations]]> 2023-06-19 07:23:41 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626893017 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626893909 2023-06-19 07:24:46 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626893909 linhvtths173184 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626894974 2023-06-19 07:26:04 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626894974 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626895118 2023-06-19 07:26:15 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626895118 linhvtths173184 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626896630 Several researchers have studied the flow of negotiations over time—often by classifying the type of communication parties use at various points in the process.]]> 2023-06-19 07:27:46 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626896630 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626896776 2023-06-19 07:27:56 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626896776 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626897253 point A: the buyer dominates
point B: the seller dominates
point C: equally strong]]> 2023-06-19 07:28:28 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626897253 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626898622 2023-06-19 07:29:56 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626898622 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626898877 2023-06-19 07:30:18 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626898877 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626899246 2023-06-19 07:30:43 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626899246 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626899773 2023-06-19 07:31:17 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626899773 linhvtths173184 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626900336 Phase is a coherent period of interaction characterized by a dominant constellation of communicative acts” that “serves a set of related functions in the movement from initiation to resolution of a dispute]]> 2023-06-19 07:32:05 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626900336 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901033 2023-06-19 07:33:00 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901033 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901234 Exploration - Atkinson (1980) 
Preliminaries - Carlisle and Leary (1981)
Diagnostic - Zartman and Berman (1982)
Introduction and relationship development - Donohue, Kaufman, Smith, and Ramesh (1990) ]]> 2023-06-19 07:33:16 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901234 linhvtths173184 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901250 2023-06-19 07:33:18 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901250 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901316 2023-06-19 07:33:24 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901316 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901324 are the strongest drivers of claiming-value (distributive) strategies]]> 2023-06-19 07:33:25 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901324 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901358 deciding what is important]]> 2023-06-19 07:33:28 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901358 linhvtths173184 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901788 How does the interaction between parties change over time? ]]> 2023-06-19 07:34:03 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901788 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901911 substantive (tangible)]]> 2023-06-19 07:34:13 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901911 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901933 defining goals, thinking ahead]]> 2023-06-19 07:34:15 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626901933 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902171 psychological (intangible)]]> 2023-06-19 07:34:32 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902171 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902208  the strongest drivers of creating-value (integrative) strategies]]> 2023-06-19 07:34:36 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902208 linhvtths173184 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902263 How do the interaction processes relate to inputs and outcomes over time?]]> 2023-06-19 07:34:40 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902263 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902351  procedural (how we get to agreement)]]> 2023-06-19 07:34:48 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902351 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902439 Expectation structuring, movement, and solution development - Atkinson (1980) 
Positioning, bargaining, exploration - Carlisle and Leary (1981)
Formulation - Zartman and Berman (1982)
Problem clarification and relationship development, problem solving - Donohue, Kaufman, Smith, and Ramesh (1990)]]> 2023-06-19 07:34:56 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902439 linhvtths173184 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902569 How do the tactics used by the parties affect the development of the negotiation? ]]> 2023-06-19 07:35:06 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902569 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902751 2023-06-19 07:35:26 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626902751 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626903036 Conclusion - Atkinson (1980) 
Settlement - Carlisle and Leary (1981)
Details - Zartman and Berman (1982)
Resolution structuring - Donohue, Kaufman, Smith, and Ramesh (1990) ]]> 2023-06-19 07:35:51 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626903036 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626903111  getting to know the other party]]> 2023-06-19 07:35:56 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626903111 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626904001 Build trust and commitment towards a beneficial outcome.]]> 2023-06-19 07:36:56 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626904001 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626904130 Establishing the range - Douglas (1962) 
Search for arena, agenda, and issue identification -  Gulliver (1979)
Agenda definition and problem formulation - Putnam, Wilson, and Turner (1990) ]]> 2023-06-19 07:37:08 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626904130 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626904709 Reconnoitering the range - Douglas (1962)  
Exploring the range, narrowing the range, preliminaries to final bargaining - Gulliver (1979)
Narrowing differences - Putnam, Wilson, and Turner (1990) ]]> 2023-06-19 07:37:59 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626904709 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626905180 Single-issue negotiations can often be made integrative by working to increase the number of issues. ]]> 2023-06-19 07:38:44 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626905180 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626905205 2023-06-19 07:38:46 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626905205 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626905419 Precipitating the decision-making crisis - Douglas (1962) 
Final bargaining, ritualization, execution - Gulliver (1979)  
Testing, agreement, and implement - Putnam, Wilson, and Turner (1990) ]]> 2023-06-19 07:39:05 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626905419 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626906940  learning what you need to know about the issues]]> 2023-06-19 07:40:46 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626906940 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626907203 2023-06-19 07:41:09 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626907203 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626907372 learning about what might happen if you fail to reach agreement with the other side. ]]> 2023-06-19 07:41:22 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626907372 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626907996 Direct effect]]> 2023-06-19 07:42:12 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626907996 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908207 Indirect effect]]> 2023-06-19 07:42:30 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908207 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908252 2023-06-19 07:42:34 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908252 quangnxhs150136 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908656 choice of strategy]]> 2023-06-19 07:43:09 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908656 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908997 assemble the case they want to make for their preferred outcomes and settlement]]> 2023-06-19 07:43:33 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626908997 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626909758 sources get list of problems at stake]]> 2023-06-19 07:44:33 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626909758 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626909842 2023-06-19 07:44:41 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626909842 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626910321 1. An analysis of all the possible issues that need to be decided.]]> 2023-06-19 07:45:21 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626910321 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626910765 2. Previous experience in similar negotiations]]> 2023-06-19 07:45:51 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626910765 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626911109 3. Research conducted to gather information]]> 2023-06-19 07:46:16 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626911109 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626911845 4. Consultation with experts in that industry]]> 2023-06-19 07:46:59 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626911845 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626912431 making moves from one’s initial, ideal position to the actual outcome]]> 2023-06-19 07:47:43 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626912431 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626912870 2023-06-19 07:48:18 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626912870 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626913203 2023-06-19 07:48:42 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626913203 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626915305 build commitment to the agreement achieved in the previous phase]]> 2023-06-19 07:49:06 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626915305 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626915892 assure themselves that they reached a deal they can be happy with, or at least accept. ]]> 2023-06-19 07:49:50 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626915892 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626917565 determining who needs to do what once the agreement is reached]]> 2023-06-19 07:52:11 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626917565 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626917761 the deal may have to be reopened or issues settled by mediators, arbitrators, or the courts.]]> 2023-06-19 07:52:28 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626917761 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626923359 In a one-issue negotiation, each party is striving to realize as much value for herself or himself as possible.]]> 2023-06-19 08:00:04 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626923359 https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626923601 multiple issues may allow the parties to “create value” by finding solutions that improve the outcomes for both parties.]]> 2023-06-19 08:00:31 UTC https://padlet.com/quangnxhs150136/zxlhmgpyxb3ck49l/wish/2626923601