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  1. the basic dynamic of competitive (win-lose) bargaining
  2. the basic dynamic of intergrative (win-win) negotiating
  3. are ones 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
  4. the ones where many people can achieve their goals and objectives
    non-zero-sum or integrative situation
  5. the difference between the preferred accepetable settlements
    bargaining range
  6. Best alternative to a negotiated agreement. One that will influence the decision to close a deal or walk away
  7. “the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual”
  8. stereotyping, halop effects, selective perception, and prohection.
    Four major perceptual errors
  9. 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
  10. 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
  11. use threats, commitment tactice, and put-downs of their opponents to gain advantage
    Distributive bargaining
  12. the point at which a negotiator would like to conclude negotiations-his optimal goal
    Target point
  13. a negotiator’s bottom line
    Resistance point
  14. the initial price set set by the seller
    Asking price
  15. The prime objective in distributive bargaining is to……..
    maximize the value of the current deal
  16. The spread between the resistance points is called……………
    bargaining range, settlement range, or zone of potential agreement
  17. Taking a bargaining position with some explicit or implicit pledge regarding the future course of action is called………..
  18. based on who is physically stronger or is able to coerce the other, but more often, it is about imposing other types of costs
    What is Power?
  19. The actual stratigies and messages that individuals deploy to bring about desired attitudinal or behavioral change.
    What is Influence?
  20. Broadly applied social standards for what is right or wrong in particular situation, or a process for setting those standards
    What is ethics?
  21. the rightness of an action is determined by evaluating the pros and cons of its consequences
    End-result ethics
  22. the rightness of an action is determined by one’s obligation to adhere to consistent principles laws, and social standards that define what is right and wrong and where the line is
    Duty ethics
  23. mismatches in frames between parties.
    Sources of conflict
  24. The process of defining goals and engaging in a process that permits both parties to maximize their objectives.
    Integrative bargaining
  25. (a) Reach a deal with the other party, or
    (b) Reach no settlement at all.
    In some negotiations, the parties have only two fundamental choices:
  26. The negotiator believes he or she currently has less power than the other party. In this situation, a negotiator believes the other party already has some advantage that can and will be used, so he or she seeks power to offset or counterbalance that advantage.
    The negotiator believes he or she needs more power than the other party to increase the probability of securing a desired outcome. In this context, the negotiator believes that added power is necessary to gain or sustain an advantage in the upcoming negotiation.
    Seeking power in negotiation usually arises from one of two perceptions (ethical behavior and preferences for conflict resolution).
  27. Negotiation:
    Intervention strategies
  28. An incompatibility of needs, interests, and/or goals among participants in the conflict
    What is conflict?
  29. Steps to Negotiation
    Preparation, Relationship building, Information gathering, Information building, Bidding, Closing the deal, Implementating the agreement
Card Set:
2012-01-21 18:28:43

MGT445 final exam
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