Term
| What is the process of Negotiation? |
|
Definition
- interacting w/ the goal of obtaining agreement or results you desire.
- · Mutual beneficial exchange that leaves parties better off than not negotiating
|
|
|
Term
| What are the 7 elements of Negotiating? |
|
Definition
- Interest
- Options
- Alternatives
- Legitimacy
- Communications
- Relationships
- Commitment
|
|
|
Term
| Characteristics common to all negotiations? |
|
Definition
- 2 or more parties
- conflict of interest
- vonluntary process
- expectation of give and take
- management of intangibles (need to look tough, desire to win)
|
|
|
Term
|
Definition
| Best (worst) Alternative to a negotiated agreement |
|
|
Term
| What are mutual adjustments? |
|
Definition
| Parties need to exchange information, share desired outcome (narrowing the bargaining range) |
|
|
Term
| What are some disfunctions of conflict? |
|
Definition
- Emotions increase
- communication decrease
- locked in position
- escalation of conflicts
- difficult to back down
|
|
|
Term
| When is distributive bargaining ideal? |
|
Definition
| When one wants to maximize the value of a single deal - relationship isn't important. |
|
|
Term
| What is the target point? |
|
Definition
| The point at which negotiator would like to conclude negotiations. |
|
|
Term
| What is the resistance point? |
|
Definition
- The bottom line (at which negotiation breaks off.
- Also called the "reservation point"
|
|
|
Term
| What is the bargaining range? |
|
Definition
It is the spread between resistance points. |
|
|
Term
| What are some distributive bargaining tactics? |
|
Definition
- Assess other parties BATNA, resistance points.
- silence (whoever talks first loses)
- calculate incompetence
- Use team spokesperson (one person gives info.)
- kitchen sink (overwhelm with information)
- selective presentation facts
- logical argument
- emotional reaction
|
|
|
Term
| What does the initial concession do? |
|
Definition
- It conveys the message about how you will proceed.
- It is symbolic
|
|
|
Term
| ___?___ is the position of "take it or leave it." - Not good bargaining |
|
Definition
|
|
Term
| ______ is when you set a deadline by which the agreement must be reached, otherwise it is withdrawn |
|
Definition
|
|
Term
| What is "Split the difference" |
|
Definition
| The person making the the offer has an advantage. |
|
|
Term
|
Definition
| Framing a message so the other party will say yes. |
|
|
Term
| What are the 4 types of delivery styles? |
|
Definition
- active participation - questioning, increase change in position
- vivid language metaphors - leave impressions
- incite fear - threats
- alter receiver's expectations. (act in a manner that is unexpected)
|
|
|
Term
| What does a Hardball tactic do? |
|
Definition
- risk of harm to reputation
- lost deals
- negative publicity
- revenge
|
|
|
Term
| What is the most commonly known and expected hardball tactic? It can alienate the other party. |
|
Definition
|
|
Term
| What is the "nibble" hardball tactic? |
|
Definition
| - when agreement closes, ask for an item that hasn't been discussed before. |
|
|
Term
| What is the Chicken hardball tactic? |
|
Definition
- Large bluff with threatened action
- gamble if other party can't distinguish reality from positioning. |
|
|
Term
|
What hardball tactic is used to overwhelm with information so the other party can't assimilate all the data?
|
|
Definition
|
|
Term
|
Definition
| You state what you would like and realize you have common goals. |
|
|
Term
| Example of interdependence |
|
Definition
| negotiation between departments in the same company. |
|
|
Term
|
Definition
|
|
Term
| What is non-specific compensation? |
|
Definition
|
|
Term
| What does reciprocity mean? |
|
Definition
| If I give you something, I expect something in return. |
|
|
Term
| What is the bargaining range? |
|
Definition
| How low or high both of you are to go |
|
|
Term
|
Definition
| Your Attitude, sets the tone |
|
|
Term
|
Definition
| What you put on the table |
|
|
Term
|
Definition
| Packing things together, give and take. |
|
|
Term
|
Definition
| usually done in peace negotiations |
|
|
Term
|
Definition
|
|
Term
|
Definition
| Have an agenda, structure, location, time, who's coming, = NO surprises |
|
|
Term
|
Definition
| Try and become "friends" - be "nice" golf example. |
|
|
Term
|
Definition
| Give in, get more later. ex. go for chinese this week, u get steak next week. |
|
|
Term
|
Definition
| Based on positions (hierarchy in an organization.) |
|
|
Term
| • Accommodation (Loss/Win) is concerned about ? |
|
Definition
| o Strong concern for only the relationship outcomes |
|
|
Term
| • Non-engagement (Loss/Loss) |
|
Definition
|
|
Term
| • Collaborative/Integrated (Win/Win) is concerned with? |
|
Definition
| concerned for both outcomes and relationship |
|
|
Term
| • Competitive/Distributive (Win/Loss) is concerned about? |
|
Definition
| little concern for future negotiations or relationship |
|
|
Term
| How do you prioritize items? |
|
Definition
Group into high, medium and least important. Determine which items are linked and which are separate |
|
|
Term
|
Definition
Who will be at the bargaining table? Who will be affected? Who will be the observers? |
|
|
