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The 2 primary strategies are... and...
collaborative, competitive
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3 characteristics of the collaborative strategy. (ICT)
- 1. Integrative
- 2. Creating value
- 3. Taking risks
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3 characteristics of the competitive strategy. (DCP)
- 1. Distributive
- 2. Claiming value
- 3. Profits for one
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In distributive bargaining there is a..., meaning there are...
fixed pie, limited resources
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In distributive bargaining, the goals of both parties are...
in direct conflict.
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In distributive bargaining,each side wants to...
maximize their share.
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... happens when there is competition over who is going to get the most of a limited resource.
Claiming value
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You can claim value by... (BBT)
- 1. Bluffing
- 2. Being aggressive
- 3. Threatening
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In integrative bargaining, the goal is to... the pie so that both sides can...
expand, achieve their objectives.
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In integrative bargaining, you create value by mutual... to a...
commitment, win-win strategy.
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Negotiation truth #1 is that it is simultaneously possible to be... and... . You can... value and then... it.
both competitive, collaborative, create, claim
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Most negotiations are a combination of... and...
claiming, creating value.
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Be comfortable with both...
strategies.
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Recognize situations that require...
more of one approach than the other.
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We tend to see problems as more... and... than they really are.
distributive, competitive
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The target point is also known as the...
aspiration point.
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The starting point is also known as the... or the...
opening offer, asking price
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The reservation point is also known as the... or the
walkaway point, resistance point.
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The 4 elements of negotiation. (TORB)
- 1. Target point (aspiration point)
- 2. Opening offer (starting point)
- 3. Reservation point (walkaway point)
- 4. BATNA
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BATNA stands for...
best alternative to a negotiated agreement.
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Your BATNA is an option that can be pursued if...
negotiation fails.
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Negotiation truth #2 is that your BATNA should always be... and it's best to keep it...
alive, flux.
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Generally you don't want to reveal your...
BATNA
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Negotiation truth #3 is that there are only... cases when it's okay to reveal your BATNA. (DW)
- 2
- 1. During the 11th hour and negotiations are at a standstill
- 2. When it's phenomenal
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When using the distributive strategy you should hold firm to your... and...
target, reservation point.
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Convince the other party to... their reservation point if it is revealed.
change
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