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2012-12-13 20:07:47

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  1. Dual Concern Model in conflict
    forcing = competing

    competition is true competition 
  2. Ngotiation
    the communication process by which 2 or more people come together to seek mutual agreement about an issue

    give and take process between parties
  3. Basic Concepts of Negotiation
    parties work together

    typically involves some type of direct interactions- verbal, face to face, written
  4. Parties NEVER have to negotiate
    alternatives- avoiding or accommodating
  5. Parties are inter dependent
    desire soemthing that the other has control over- work together to find common ground

    becomes important they attempt to reach an agreement (best choice)
  6. 2 basic outcomes of a negotiation
    distributive (win lose)

    integrative (win win)
  7. Distributive Negotiation
    determine your best alternative to a negotiated agreement (BATNA)

    the point at which you are willing to walk away (gives person power)

    best to determine before you go into the negotiation 
  8. Distributive Negotiation
    • know your aspiration level
    • what you would ideally like to achieve in the negotiation (your goal) 

    should be realistic 
  9. Distributive Negotiation
    Determine your reservation price

    • bottom line
    • the point at which you are indifferent between an impasse and an agreement

    value of the best alternative + cost you will incur to enact your best alternative 
  10. Distributive Negotiation
    Bargaining zone- 2 types

    • combine reservation price of each party and determine if and where the over lap is 
    • between the 2 numbers if positive overlap 
  11. Bargaining Zone types
    positive bargaining zone- there is an overlap in the bargaining zone of each party

    negative bargaining zone- there is no overlap in the bargaining zone of each party
  12. Basic Distributive Negotiation
    • each party concedes a little at a time
    • 1 resource is in question
    • amount of the resource is fixed
    • each party tries to get as much of a resource as possible
  13. Integrative negotiation
    negotiation strategy in which all parties collaborate to find a win win solution to their dispute so that all parties achieve max mutual gains

    more interaction
  14. Assumptions in Integrative negotiation
    trust exists between both parties, everyone wins something, multiple issues involved (more complicated) 
  15. 5 steps of integrative negotiation
    • ID problem
    • clarify interests
    • ID options
    • design alternatice options
    • evaluate and select an option
  16. ID problem
    • need to define issues so both parties understand
    • ID obstacles to attaining the goal
  17. Clarify interests
    • substantive interests- key issues
    • relationship interests- value of the relationship
  18. ID option
    need to expand this to what solutions are possible
  19. Design alternative options
    brainstorm different combos
  20. Evaluate and select an option
    • focus on positive options from each side
    • evaluate the quality and acceptability of the solution 
  21. Challenges to Integrative Negotiations
    • maintaining a relationship 
    • may not be able to see past 1 key issue
    • ususally no negotiation is purely distributive or integrative 
  22. Artisan negotiations
    • timing is everything
    • know what you are worth
    • know what you can contribute 
    • focus on how you have solved crisis in the past
    • focus on a win win 
    • seek creative solutions- may not get what you want but get other things