by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
Approach to Conflict Resolution Affects Negotiation Strategy The conflicting interests of parties to a negotiation can be presented in a two-dimensional framework, known as a dual-concern model. The model provides a negotiators concerns for personal outcomes and the...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are Unethical Tactics in Negotiations?Unethical tactics are those meant to deceive or harm others with no overwhelming individual or societal good that outweighs the harm of deceit. More often than purely unethical, a tactic may be ethically ambiguous. That is,...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are the Consequences of Acting Unethically in a Negotiation?A negotiator who employs an unethical tactic will experience either or both positive or negative consequences. Once the tactic is employed, the negotiator will assess consequences on three standards:...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are Multi-party Negotiations? A multi-party negotiation consists of a group of three or more individuals, each representing his or her own interests, who attempt to resolve perceived differences of interest or work together to achieve a collective...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
Stages of a multiparty negotiation? The stages of a multiparty negotiation include: Pre-negotiation Stage Formal Negotiation Stage Agreement Stage Pre-negotiation Stage of a Multi-Party Negotiation The Pre-negotiation Stage is the first stage of a multi-party...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What are Coalitions in a Negotiation?Coalitions are a (sub)group of two or more individuals who join together in using their resources to affect the outcome of a decision in a mixed-motive situation. Some key challenges to negotiating as a coalition include: Optimal...
