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Negotiations week 9

QuestionAnswer
agent principal negotiation negotiate as an agent for another client (principal)
team negotiation when two or more parties negotiate as a time, need more prep but more effective than individual
multi-party most complex, 3 or more stakeholders involved - value of BATNA and reservation can fluctuate
coalition subgroup of two or ore ppl who join to negotiate together, gives weaker stakeholders more power
winning coalitions form to collectively claim more value
blocking coalitions prevent others from claiming value
circular logrolling each stakholder offers another person a concession while getting a concession from someone else
multiple audience problem one message directed at diff ppl who care about diff things
prisoner dilemma dont want to be stuck without coalition even though coalition may threaten integrative bargaining
majority rule vs unaminity - majority is where take vote and most popular choice wins - unaminity where everyone has to be on board
4 key challenges with multiparty coalitions, trade offs, voting, communication
Created by: emilysun77
 

 



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