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Strategy Formulation
Strategy Implementation
Organizational level
Unit level
Team level
Dyadic Level
Individual level
...I have one goal: to MAXIMIZE YOUR LONG-TERM RETENTION OF THE MATERIAL. INFORMATION RETAINED IN THE SHORT-TERM = MOSTLY USELESS. INFORMATION RETAINED IN THE LONG-TERM = KNOWLEDGE!!! 1. Depth of content, breadth of approach 2. Schema fitting!
Leave negotiation case at your desk at the end of class. Please do not take it with you! Also, please do not write on the case. Thank you!
IDEO
ouster
Application
Application
Example
Examples
IDEO
Blackberry
Application
1. allow people to first brainstorm independently managing based on how we think 2. do not evaluate during initial phase of brainstorming
Strategy Formulation
Strategy Implementation
Organizational level
Unit level
Team level
Dyadic Level
Individual level
Application Ensure independent judgments Average Two heads are better than onebut only when theyre two independent heads
KNOWLEDGE FOR ACTION
Representative study
De Dreu et al. (2000) Example
Kevin Sharer
Application To re-calibrate toward the opinion
Sinai Peninsula
Application Expand your understanding of what
is being negotiated
Application Target someone who is different from youresist the temptation to seek out ingroup members who we are The more powerful person will have more say in how to use information what we have If you have more power, calibrate the way that the perspectives of (1) you and (2) the person you are seeking knowledge from are blended what we have + how we think
KNOWLEDGE FOR ACTION