Victoria University

The negotiator's assembly line

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dc.contributor.advisor Morris, Grant Lee, Victor 2020-03-02T03:57:11Z 2020-03-02T03:57:11Z 2020 2020
dc.description.abstract This thesis explores how a weaker negotiating party may be able to effectively manage information as a tool to leverage power imbalances in negotiations. Although these imbalances may never be completely resolved, the effective management of information will enable the weaker party to stack their advantages in their favour to increase their chances for a fairer outcome. The thesis will look at the management of information through the phases of gathering, processing and conveying information. It is proposed that these phases are managed by three specific professionals, the analytical investigator, the innovative inventor and the diplomatic salesperson. These archetypes personify certain attributes that a negotiator can evoke when extracting applicable intelligence from raw information to use in negotiation discussions. The intention is for raw information to be processed as applicable intelligence through these phases in an assembly-line fashion to produce options for mutual gain for the negotiating parties. In the process of establishing this assembly line, the thesis will also explore the interplay between competitive and collaborative negotiation strategies. With this exploration, a negotiator may be able to be integrate these strategies to negotiate on both bargaining and problem-solving platforms using the Negotiator’s Assembly Line. en_NZ
dc.language.iso en_NZ
dc.publisher Victoria University of Wellington en_NZ
dc.subject Negotiation en_NZ
dc.subject Alternative dispute resolution en_NZ
dc.subject Insurance en_NZ
dc.subject Information management en_NZ
dc.subject Factfinding en_NZ
dc.subject Claims en_NZ
dc.title The negotiator's assembly line en_NZ
dc.type Text en_NZ
vuwschema.contributor.unit School of Law en_NZ
vuwschema.type.vuw Awarded Research Masters Thesis en_NZ Law en_NZ Victoria University of Wellington en_NZ Master's en_NZ Master of Laws en_NZ
vuwschema.subject.anzsrcfor 180121 Legal Practice, Lawyering and the Legal Profession en_NZ
vuwschema.subject.anzsrcfor 180123 Litigation, Adjudication and Dispute Resolution en_NZ
vuwschema.subject.anzsrcseo 970118 Expanding Knowledge in Law and Legal Studies en_NZ

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