Business & Economics - Introduction to Negotiation Theory - 17 slides
Explore Introduction to Negotiation Theory, covering This lecture on MBA Negotiations introduces foundational theories, focusing on distributive and integrative bargaining..
Topics Covered
Introduction to MBA Negotiations
Overview of Negotiation Theories
Importance of Negotiation Skills
Distributive Bargaining Defined
Examples of Integrative Bargaining
Differences Between Distributive and Integrative Bargaining
Understanding Interests vs. Positions
Importance of Identifying Interests
Building Rapport and Trust
Effective Communication in Negotiation
Active Listening Skills
ZOPA: Zone of Possible Agreement
Real-World Applications of Negotiation
Negotiation in Business Contexts
Characteristics of Integrative Bargaining
Negotiation Ethics and Integrity
Frameworks for Effective Negotiation
References
Fisher, R., & Ury, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. Boston: Houghton Mifflin.
Lewicki, R.J., Saunders, D.M., & Barry, B. (2015). Negotiation. New York: McGraw-Hill.
Fisher, R. et al. (1981). Getting to Yes.
Lewicki et al. (2015). Negotiation. McGraw-Hill.
Sawyer J., Guetzkow H. (1965). Bargaining and Influence Processes.
Lewicki, R.J., Saunders, D.M. and Barry, B. (2020) Negotiation. 8th edn. New York: McGraw-Hill.
Fisher, R., Ury, W.L., and Patton, B. (1991) Getting to Yes. London: Penguin Books.
Lewicki, R.J., Saunders, D.M., and Barry, B. (2020) Negotiation. 8th edn. New York: McGraw-Hill.
Fisher, R., Ury, W. and Patton, B. (1991) Getting to Yes: Negotiating Agreement Without Giving In. 2nd edn. New York: Penguin.
Schein, E.H. (2013). Humble Inquiry: The Gentle Art of Asking Instead of Telling. Oakland: Berrett-Koehler.
Fisher, R. and Ury, W. (1981). Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin Books.
BBC News. (2019). UK-EU Negotiating Position. Available at: https://www.bbc.com
Fisher, R. and Ury, W. (1981) Getting to Yes. 2nd edn. Boston: Houghton Mifflin Harcourt.
Holmes, S., & Sun, N. (2018) 'Ethics of Negotiation.' Journal of Applied Philosophy, 35(2), pp. 143-157.