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Distributive Negotiation
- "fixed Pie"
- win/lose
- fixed set of issues that must be divided up
- one gains the other loses
- few are actually this
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integrative negotiation
- "expanding Pie"
- gain/gain
- set of issues can be expanded or added to for creative solution
- both parties can walk away satisfied if search for issues successful(shared intereste)
- most negotiations are this (getting hired)
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Steps to successful negotiation:
- 1 research, research, research
- know whats important to you
- know the value of the object to you
- know your strengths and weaknesses
- think about what issues important to other party
- think about other party's str/weakness
- (Dealers count on you looking at sticker and starting too high)
- 2. Set limits!
- target price
- freeze price- outer limit, walking away, formed from BATNA
- NATNA-best alternative to a negotiated agreement (plan b that allows to walk away)
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Getting to yes
- seperate the people from the problem
- focus on interests, not positions-(shared interests)
- invent options for mutual gain
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Types of conlict
- affective- relational
- cognitive- task
- process
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strategies for managing conflict
- compromise-satisficing- not optimal solution
- collaboration- parties work to find a solution that optimizes goals of both parties
- accommodation-(Harmonizing)-one party gives in to allow other party to achieve all of their goals
- avoidance-avoid interaction
- competition- gain at expense of other
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pondy's model of conflict
- 1 latent conflict- potential exists
- 2. percieved conflict- one party becomes aware
- 3. felt conflict- parties develop negative feelings about each other
- 4. manifest conflict- one party decides to react
- 5. conflict aftermath- resolution of some kind
- recomendations- seperate individuals in conflict
- conflict like divorce- contagious and spirals out of control with people taking sides
- conflict rarely ends cordially
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Conflict dimensions
- size of stakes
- issue in question
- interdependence of parties
- Continuity of interaction- see each other again
- structure of parties- status of individuals in conflict
- involvement of 3rd parties-
- perceived progress of conflict- (Brexit) gets more difficult if its not going anywhere
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