NCR Class 5

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  1. 6 characteristics of a distributive strategy. (SEMSDP)
    • 1. Short term goals
    • 2. Emphasis on tangibles
    • 3. Mistrust
    • 4. Suspicion
    • 5. Defensiveness
    • 6. Perceived weakness
  2. 5 characteristics of an integrative strategy. (LETOP)
    • 1. Long term goals
    • 2. Emphasis on intangibles
    • 3. Trust
    • 4. Openness
    • 5. Perceived strength
  3. 2 things you must do in an integrative negotiation. (SA)
    • 1. Separate the people from the problem
    • 2. Address interests, not positions
  4. 3 things involved when separating the people from the problem. (PEC)
    • 1. Perception
    • 2. Emotion
    • 3. Communication
  5. Positional bargaining is... and produces...
    inefficient, unwise agreements.
  6. Focus on..., not...
    interests, positions
  7. Go... on the person, and... on the problem.
    soft, hard
  8. ... the interests rather than... between the positions.
    Reconcile, compromising
  9. Those who reveal their interests improve their outcomes by...
    at least 10%.
  10. Revealing your interests... the probability that the other side will reveal theirs.
    doubles
  11. Use... in what you reveal and how you reveal it.
    caution
  12. 4 different integrative strategies. (CMEL)
    • 1. Compromise
    • 2. Modify
    • 3. Expand
    • 4. Logroll
  13. ... involves meeting halfway, but neither party may be fulfilled.
    Compromising
  14. ... involves changing the resource pool to fit the demands.
    Modifying
  15. ... involves increasing the resource pool and brainstorming.
    Expanding
  16. ... involves giving up one issue in exchange for what you want on a more important issue.
    Logrolling
  17. 3 things to do when logrolling multiple issues. (UIM)
    • 1. Unbundle the issues
    • 2. Identify conflicting preferences on those issues
    • 3. Mix-and-match alternatives for each issue
  18. Be... about important issues, be... about
    less important issues.
    firm, flexible
  19. In an alumni survey, 39% reported... as most useful strategy learned in class.
    logrolling
  20. When logrolling be..., not...
    simultaneous, sequential.
  21. When logrolling, you want to negotiate... and propose...(combine issues into packages).
    several issues, multiple offers
  22. 5 steps in the integrative negotiation process. (IDIGE)
    • 1. Identify/define problem
    • 2. Depersonalize problem
    • 3. Identify interests
    • 4. Generate solutions
    • 5. Evaluate/select solution
  23. Which step in the integrative negotiation process claims the value?
    The last one (evaluate/select a solution)
Author:
Dbadams94
ID:
316063
Card Set:
NCR Class 5
Updated:
2016-02-18 06:37:59
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NCR
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NCR
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