Negotiation Flashcards

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 […]

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Negotiation Argumentative

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 […]

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Negotiation Test Questions

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 […]

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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 […]

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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 […]

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Negotiations

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 […]

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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 […]

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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 […]

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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 […]

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Negotiation All Chapters with T/F

Which perspective can be used to understand different aspects of negotiation? A) economics B) psychology C) anthropology D) law E) All of the above perspectives can be used to understand different aspects of negotiation. E 42. To most people the words “bargaining” and “negotiation” are A) mutually exclusive. B) interchangeable. C) not related. D) interdependent. […]

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Negotiation Answers

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 […]

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The Nature of Negotiation

What is the different between Negotiation and bargaining Negotiation- win-win situation- both parties are trying to find a mutually acceptance solution to a complex conflict Bargaining- win – lose situation ( haggling over prices) Why do negotiations occur 1. sharing or divided a limited resource 2. creating something that both parties need 3. Resolving a […]

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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 […]

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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 […]

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Quiz 2 negotiation skills

All of the issues involved in a negotiation are collectively referred to as the bargaining mix. True BATNA is the area between parties’ resistance points. False BATNA is the most ideal alternative outcome one party to a negotiation could get without negotiating with the other party. False A frame is the lens through which you […]

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Negotiations Quiz 2

Short-term (immediate) memory The process most impaired when there is sleep debt Novel (out of the ordinary) Sleep debt affects our logical reasoning processes, specifically our ability to solve ______ problems. Routine problem solving may be unaffected Professional mediator A ________ ____ may deliberately use sleep debt in an effort to lower the mental abilities […]

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negotiation strategies and tactics. mgmt. 489

What is Negotiation? is a bargaining process between two or more parties, each with its own aims, needs, and viewpoints seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict. is also about finding which agreement, of the ones available to you, is most […]

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Negotiation & Conflict Resolution Midterm

negotiation an interpersonal decision-making process necessary when we can’t achieve our objectives single-handedly; when we need to get something done & can’t do it alone intersections points of interaction with others intersections More points of ________ open more conflict opportunities. 4 Common Negotiation Shortcomings -leaving money on the table (lose-lose) -settling for too little (winners […]

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Negotiations Chapters 1-5

Accommodation approach to negotiation Adoption of a lose-win strategy because the relationship is more important than the substantive terms of the deal Appreciative moves A strategy that negotiators use to capture applicable synergies and thereby overcome non productive negotiation tactics and irrelevant issues Avoidance approach to negotiation A hands-off approach to conflict management Collaborative approach […]

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Negotiation-Getting to Yes

A soft negotiator emphasizes -emphasizes the importance of building and maintaining a relationship … preserving the relationship & separating people from the problem; compromise -wants to avoid personal conflict and so makes concessions readily in order to reach agreement. He -wants an amicable resolution; yet he often ends up exploited and feeling bitter. Hard bargaining […]

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Negotiation and Conflict Management

Perception process by which individuals connect to their environment, by ascribing meaning to messages and events. “Sense-making” process. Perceptual Distortion a perceiver’s own needs, desires, motivations and personal experience may create a predisposition about the other party. PD – Stereotyping Occurs when one individual assigns attributes to another solely on the basis of the other’s […]

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