Académique Documents
Professionnel Documents
Culture Documents
NEGOTIATION
(An Interpersonal Process in
Organization)
1. Programmed Decision
– is a decision that
recurs often enough for
a decision rule to be
developed
2. Non-Programmed
Decision – is a decision
that recurs infrequently
and for which there is
no previously
established decision
rule and it requires
problem solving
Value of
Action- Choice
Alternative Outcomes
Goals Outcome of One
Actions Relative
Probabilities Alternative
to Goals
Outcome 1.1
Action 1 Outcome 1.2
Outcome 1.3
Outcome 2.1
Action 2
Outcome 2.2
Outcome 3.1
Action 3 Outcome 3.2
Outcome 3.3
Elements of Decision Making
• Group Polarization
• Group Think
Process (considering time and leadership style)
• Group Symptoms
• Decision Making Defects
• Decision Outcomes
Prescription
• Leader Prescription
• Organizational Prescription
• Individual Prescription
• Process Prescription
• Brainstorming
• Nominal Group Technique
• Delphi Technique
PLANS
P
AGREEMENTS
A