concept and purpose of role negotiation: roles are the behaviors and expectations that people in society and organizations develop to determine the tasks appropriate for a person in a certain role to do, as well as those tasks outside of the role. role negotiation: process that nurse managers utilize to define the role for oneself […]

International Management: International Negotiations

Steps in International Negotiations 1. Preparation 2. Building the relationship 3. Exchanging information and first offer 4. Persuasion 5. Concessions 6. Agreement Impacts on Negotiations Culture Preparation WHERE to negotiate WHEN to negotiate (time is money) don’t let the other side of the negotiations know that you have a deadline or time-frame because they will […]

Negotiation 1

1) What is the dilemma of openness? a. there is a need to share information but also a risk to sharing information b. degree of risk can shift throughout the conversation 1) As the terms were discussed in class, what is the difference between common value and specific value? a. Common value (market) is what […]

Negotiation (including Pros & Cons) – COMPLETED!

Define what is mean by *Negotiation* *An informal type of Alternative Dispute Resolution* What *type of disputes can this method be used for?* Used for *low-key disputes, e.g neighbour disputes and landlord-tenant disputes* Who are the *parties involved in this method?* Both *the claimant and defendant and solicitors if any.* The *aim of negotiation is […]

Ch. 13 – Negotiation

What is negotiation? Give examples too A decision making process among interdependent parties who don’t share identical preferences Examples: o Job offers o Mergers/acquisitions o Buying a house o Deciding what movies to watch with friends Characteristics of Negotiation • Parties are ITERDEPENDENT outcomes determined jointly • Each side has something that the other side […]

Negotiations: Communication (Chapter 7)

Communication in Negotiation Communication processes, both verbal and nonverbal, are critical to achieving negotiation goals and to resolving conflicts. – Negotiation is a process of interaction – Negotiation is a context for communication subtleties that influence processes and outcomes Basic Models of Communication Communication is an activity that occurs between two people: a sender and […]


Dynamic nature of business people must renegotiate their existence in organizations throughout their careers Myth 1 – negotiations are fixed sum whatever is good for 1 pty must be bad for other pty. Walton and Mckersie’s conceptualization negotiation mixed motive enterprise, parties have incentives to cooperate as well as compete Myth 2 – You need […]


Myth: Negotiations are fixed-sum Myth: Fixed sum-whatever is good for one party or person must be bad for the other party Truth: Most are variable sum-if parties work together, they can create more joint value than if they are purely combative; However, they cannot be purely trusting because any value created must be claimed by […]

Chapter 13: Negotiation

definition of negotiation process that occurs when two or more parties decide how to allocate scarce resources Distributive bargaining – bargaining over price of a car you want to buy – any gain one person makes is at the other’s expense – who gets what share of a fixed pie (set amount of goods needs […]

Ch. 13 International Negotiation

Q: International negotiation Is the process of making business deals across national and cultural boundaries. Q: All of the following are true about international negotiation EXCEPT Most successful international negotiators use their home country negotiation styles. Q: The Whorf hypothesis Suggests that language determines the nature of culture. Q: High context languages Are languages in […]


What are the 4 phases of a negotiation? 1. preparation 2. information exchange 3. agreement proposals 4. resolution Different types of preparation 1. internal preparation 2. external preparation 3. synthesis internal preparation Prior to formal negotiations, determine your own: 1. Interests/needs, concerns, fears and aspirations 2. Options that require the agreement of the other party […]

Communicating and Relationships in Negotiating

A negotiation must involve at least __________ people. a group of two Which of the following conflict management strategies are you applying if you are problem solving together with the other party? collaborative (integrative) negotiation Consider a win-lose negotiation only if you do not need to have an ongoing relationship with the other party. true […]

Negotiation Midterm

Lessons from Gary Kildall Case Negotiation opportunities are not always obvious -Having an understanding of negotiation allows you to use it as a lens to evaluate complex social reality Negotiation is not just hard bargaining tactics, but it is managing people and relationships -Evaluate the tie between individuals Even non-professional negotiators can learn to take […]

OB Chapter 14; Conflict & Negotiation

Negotiation A process that occurs when two or more parties decide how to allocate scarce resources. Negotiations in organizations affect relationship between negotiators and how they feel about themselves but are also one-shot economic terms. General Approaches to Negotiation Distributive bargaining and integrative bargaining. Distributive Bargaining Its identifying feature is that it operates under zero-sum […]

Negotiation Skills and Strategies

Common Negotiation Philosophies Win-Win, Win-Lose, and Lose-Lose When to Negotiate Competitive Sealed Proposals (RFP), Professional/Consulting Services, Emergency, Proprietary, DIR, TXMAS, State Use Program Types of Information Exchanges Clarification, Communication, Negotiations or Discussions Principled Negotiations People – separate the people from the problem; Interests – Focus on interests, not positions; Options – Explore options for mutual […]

Negotiation: Chapter 4

Dilemma of honesty How much about your position and motivates you will disclose to the other party. Dilemma of Trust The extent to which you believe you can rely on the other party to be truthful with you. Fixed-pie perception The belief that people’s interests are fundamentally opposed, such that a gain for one must […]

Negotiation 4

1. Laura is a real estate broker who is helping Cliff sell his house. Based on our in-class discussion, Laura can best be described as which of the following? Agent. 2. Dialogue changing from a one-on-one to a small group discussion is an example of which of the following differences between two-party and multiparty negotiations? […]

MGT 182: Negotiations

Characteristics of Negotiating Situations 1. There are two or more parties 2. There is conflict of needs and desires between two or more parties 3. The parties negotiate by choice 4. When we negotiate we expect a “give-and-take” process that is fundamental to the definition of negotiating itself. 5. The parties prefer to negotiate and […]

Course 14 – Negotiation

Parties strive to reach an agreement on issues or course of action. (Negotiation Key Terms: Negotiation – BATNA – Anchoring – Interest – Demand) Negotiation An alternative that should negotiations fail you are willing and able to execute without the other party’s participation or permission. (Negotiation Key Terms: Negotiation – BATNA – Anchoring – Interest […]


What are some circumstances where you should NOT negotiate? • When you’d lose the farm • When you’re sold out • When the demands are unethical • When you don’t care • When you don’t have time • When they act in bad faith • When waiting would improve your position • When you are […]

Chapter 12- 10 Best Practices in Negotiation

Be Prepared Set high and achieveable goals Diagnose the fundamental structure of the negotiation -Make conscious decisions -choose strategies and tactics accordingly Identify and work the BATNA – Watch your BATNA – Be aware of others BATNA too Be willing to walk away – No agreement is better than a poor agreement – Have a […]

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