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  1. the basic dynamic of competitive (win-lose) bargainingBargaining
  2. the basic dynamic ofintergrative (win-win) negotiating
  3. this type of party depend on each other to achieve their own preferred outcome
    Interdependent parties
  4. this type of party must rely on others for what they need
    Dependent parties
  5. this type of party is characterized by interlocking goals, the parties need each other in order to accomplish their objectives
    Independent parties
  6. situation where there can be only one
    winner or where the parties are attempting to get the larger share or piece of the fixed resource(amount of raw material, money, time, etc)
    zero-sum or distributive situation
  7. situations where many people can achieve their goals and objectives
    non-zero-sum or integrative situation
  8. the difference between the preferred accepetable
    bargaining range
  9. Best alternative to a negotiated agreement. One that will influence the decision to close a deal or walk away.
  10. “the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual”
  11. stereotyping, halo effects, selective perception, and prohection.
    Four major perceptual errors
  12. refers to the tendency of negotiators, particulary in an auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
    Winners curse
  13. refers to the tendency of people to draw conclusions from small sizes. The way negotiators learn and extrapolate from their own experience is limited in time or scope.
    Law of small numbers
Card Set
MGT/445 WEEK 1
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