Negotiation Process

Definitions:
-Type of negotiation
--Distributive negotiation
--Integrative negotiation
-Key concepts
--BATNA(Best Alternative To a Negotiated Agreement)
--Reservation price(walk-away price)
--ZOPA(Zone Of Possible Area)
--Value Creation
-Information
--Complete or incomplete, information asymmetry
--FOTE(Full, Open, Truthful Exchange)
--POTE(Partial, Open, Truthful Exchange)
--No trust or distrust
-Fairness

Questions:
- Dispute or deal?
- More than two parties?
- Are the parties monolithic?
- Is the game repetitive?
- Are there linkage effects?
- More than One issue?
- Is an agreement required?
- Are threats possible?
- Are there time constrains or time-related costs?
- Are the constrains binding?
- Are the negotiations private or public?
- What are the group norms?
- Can the external helper be used?

Strategic Thinking and Scientific Approach
- Form No Agreement to Agreement
-- Find differences for exchange to get surplus
-- Changing positions( if feasible)
- Form Distributive to Integrative
-- Adding more issues os dimensions for negotiation
- Form Two Parties to Many Parties
-- Deciding membership
-- Finding game rules(in addition to interactions): voting, auction, etc.
- Overcoming Distrust or No Trust
-- Introducing (trustworthy) third party (external help) and moving to POTE or even FOTE
- Achieving Pareto Efficiency
-- Using FOTE to find frontier(if possible)
-- Limits to FOTE (revealing preference or reservation value?)
- Achieving Fairness
-- Subjective standards?
-- Context dependent
-- Mechanism design