What This Document Is
This study guide prepares students for the first exam in Emory University’s OAM 432: Negotiations course. It’s a focused review of key concepts and terminology covered in the initial stages of the curriculum, designed to help students assess their understanding and identify areas for further study.
Why This Document Matters
This guide is essential for students enrolled in OAM 432 who are preparing for their first exam. It’s most effectively used as a culminating review *after* engaging with course lectures, readings, and discussions. The guide exists to help students efficiently focus their exam preparation, ensuring they prioritize core negotiation principles.
Common Limitations or Challenges
This study guide is a *review* tool, not a substitute for active participation in the course. It summarizes key concepts but does not provide in-depth explanations or practice exercises. Students should still consult their notes, readings, and other course materials for a complete understanding. It will not teach you how to negotiate, only what will be on the exam regarding negotiation concepts.
What This Document Provides
The full study guide includes: definitions of negotiation, characteristics of negotiations, reasons for negotiating, major negotiation traps (including cognitive dissonance and the linkage effect), a breakdown of distributive negotiations (including BATNA, reservation price, and target point), the concept of a Zone of Possible Agreement (ZOPA), and a discussion of defining negotiation success. It also covers the importance of initial offers and anchoring in negotiations.
This preview does *not* include detailed explanations of each concept, practice questions, or examples of how to apply these principles in real-world scenarios. It does not provide solutions or strategies for specific negotiation tactics.