1. Distributive Negotiation
    • "fixed Pie" 
    • win/lose
    • fixed set of issues that must be divided up
    • one gains the other loses
    • few are actually this
  2. 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)
  3. 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)
  4. Getting to yes
    • seperate the people from the problem
    • focus on interests, not positions-(shared interests)
    • invent options for mutual gain
  5. Types of conlict
    • affective- relational
    • cognitive- task
    • process
  6. 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
  7. 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
  8. 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
Card Set
negotiations tcu rockett