New Recruit Negotiations

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Integrative Bargaining Middle Manager Points 10000 Negotiation Outcomes “Pareto Frontier” Total Points = 13,200 8000 6000 4000 Value Claiming 2000 0 Value Creating -2000 0 2000 4000 6000 8000 10000 Vice President Points
Individual Points Earned 10 16 8 14 12 6 10 8 4 6 2 0 -1000.0 0.0 VPTOT Std. Dev = 2368.50 Mean = 4879.2 N = 48.00 1000.0 3000.0 5000.0 7000.0 9000.0 2000.0 4000.0 6000.0 8000.0 4 Std. Dev = 2168.40 2 Mean = 5393.5 0 N = 46.00 2000.0 4000.0 6000.0 8000.0 10000.0 3000.0 5000.0 7000.0 9000.0 11000.0 MMTOT
Page 1 and 2: New Recruit Negotiations People and
Page 3 and 4: Distributive Bargaining Negotiating
Page 5 and 6: What Influences How Value is Distri
Page 7 and 8: Overseas Transfer Compatible-Integr
Page 9: Integrative Bargaining Creating Val
Page 13 and 14: What Influences How Value is Create
Page 15 and 16: Tips on PREPARING for a Negotiation
Page 17 and 18: Summing Up • Prepare, Prepare, Pr
Page 19: MIT OpenCourseWare http://ocw.mit.e

New Recruit Negotiations

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