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Negotiation
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Dual Concern Model in conflict
forcing = competing
competition is true competition
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
Basic Concepts of Negotiation
parties work together
typically involves some type of direct interactions- verbal, face to face, written
Parties NEVER have to negotiate
alternatives- avoiding or accommodating
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)
2 basic outcomes of a negotiation
distributive (win lose)
integrative (win win)
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
Distributive Negotiation
know your aspiration level
what you would ideally like to achieve in the negotiation (your goal)
should be realistic
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
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
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
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
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
Assumptions in Integrative negotiation
trust exists between both parties, everyone wins something, multiple issues involved (more complicated)
5 steps of integrative negotiation
ID problem
clarify interests
ID options
design alternatice options
evaluate and select an option
ID problem
need to define issues so both parties understand
ID obstacles to attaining the goal
Clarify interests
substantive interests- key issues
relationship interests- value of the relationship
ID option
need to expand this to what solutions are possible
Design alternative options
brainstorm different combos
Evaluate and select an option
focus on positive options from each side
evaluate the quality and acceptability of the solution
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
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
Author
marinir
ID
189388
Card Set
Negotiation
Description
Management
Updated
2012-12-14T01:07:47Z
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