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英国Organization development专业优秀essay范文样本 Multiparty Nego

时间:2012-08-10 13:10来源:www.ukthesis.org 作者:英国论文网 点击联系客服: 客服:Damien

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Multiparty Negotiations:Coalitions and Groups

In Chapter 8, we focused on the social context of negotiation and developed two major
themes: (1) that negotiation dynamics become more complex when there is an ongoing
relationship between the parties, and (2) that negotiation dynamics also become more
complex when negotiators represent other parties in the deliberations. We specifically
considered negotiators as agents representing the interests of others at the table, and
the dynamics between agents and their constituents. In this chapter, we extend the
analysis to other multiparty negotiation situations:
1. Situations when there are multiple parties who are negotiating with one another but
ultimately attempting to achieve their own individual objectives. We will look at
how parties ally into coalitions to achieve these objectives.
2. Situations when there are multiple parties who are negotiating with one another and
ultimately attempting to adhieve a collective or group consensus. We will discuss
this as a process of group decision making from a negotiation perspective.

NEGOTIATIONS WITH MORE THAN TWO NEGOTIATORS
As we discussed earlier, a negotiation situation becomes more complex when
more negotiators are added to it (see Figure 9.1). For example, let's consider a student
who sets out to sell a used stereo system. He posts a notice on the bulletin board in the
student union, indicating the details about the stereo and a suggested price. Two inter-
ested students call. Let us now assume three different variations on this situation:
In the first case, the two potential buyers are roommates. One roommate
has agreed that she will do the talking and try to negotiate the best deal with the
seller, while the other one stays silent but comes along for moral support.
In the second case, the two buyers do not know each other. The seller
can sell to the first one who calls, sell to the first one who shows up at his
apartment, or ask the two to come at the same time and try to play the two off
against each other. In this case, each buyer's offer on the stereo becomes the
seller's Alternative (Chapter 3) for the stereo (assuming the alternative offer is
an acceptable one), and the seller can, in effect, auction the stereo off to the
highest bidder.

In the third case, the two buyers show up at the door together, exchange
greetings, and discover that they live in the same dormitory. They also discover
that they were both asked to come at the same time by the seller and figure out(责任编辑:BUG)



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