Negotiations: Chapter 6 – Flashcards

- Negotiating within relationships takes place over time - Negotiation is often not a way to discuss an issue, but a way to learn more about the other party and increase interdependence - Resolution of simple distributive issues has implications for the future - In many negotiations, the other person is the focal problem. - In some negotiations, relationship preservation is the overarching negotiation goal, and parties may make concessions on substantive issues to preserve or enhance the relationship - Distributive Issues within relationships negotiations can be emotionally hot - Negotiating within Relationships may never end

are characterized by a partner who responds to another's needs or well-being over a prolonged amount of time without the necessity of repayment.

Parties in a communal sharing relationship (continued): - Are more likely to share information with the other and less likely to use coercive tactics - Are more likely to use indirect communication about conflict issues, and develop a unique conflict structure - May be more likely to use compromise or problem solving strategies for resolving conflicts

Reputation Trust Justice

- Perceptual and highly subjective in nature - An individual can have a number of different, even conflicting, reputations - Shaped by past behavior - Influenced by an individual's personal characteristics and accomplishments. - Develops over time; once developed, is hard to change. - Negative reputations are difficult to "repair"

"An individual's belief in and willingness to act on the words, actions and decisions of another" three types of trust: 1. Deterrence-based trust 2. Knowledge-based trust 3. Identification-based trust

based on the CONSISTENCY OF BEHAVIOR, meaning people will follow through on what they promise to do - sustained by threats or promises of consequences that will result of consistency and promised are not maintained

argues that people do not like their freedom taken away and will act to reassert it

grounded in behavior predictability and occurs when a person has enough INFORMATION ABOUT OTHERS to understand them and accurately PREDICT THEIR BEHAVIOR - whenever informational uncertainty or asymmetry characterizes a relationship it provides opportunity for deceit and one or both parties risk exploitation

is grounded in complete EMPATHY with another persons desires and intention - trust exists between people because each person understands agrees with empathizes with and takes on the others values because of emotional connection between them thus they act for each other - other people have adopted your own preferences

1. cognitive route 2. affective route

based on rational and DELIBERATE thoughts and CONSIDERATIONS

based on intuition and emotion *affectionate

rooted in anger personality clashes ego and tension

largely depersonalized - arguing about merits of IDEA, PLANS and projects independent of the identity of the people involved

- Transform personal conflict into task conflict - Agree on a common goal or shared vision - Capitalize on network connections - Find a shared problem or shared enemy - Focus on the future

Similarity-attraction effect Mere exposure Physical presence Reciprocity Schmoozing Flattery Mimicry and mirroring Self-disclosure

occur on the basis of little and sometimes downright trivial information - people who are similar or like one another - more likely to concessions with someone they like

the more we are exposed to something a person object or idea the more we like it - occurs below the level of awareness

when students are seated alphabetically in a classroom friendships are significantly more likely to form between those whose last names begin with the same or a nearby letter

small talk can have a dramatic impact on our liking or trusting of another person

negotiators who mimic the mannerisms of their opponents secure better individual outcomes and greater joint gains

a negotiator focuses on an important PERSONAL VALUE

Breaches or defections Miscommunication Dispositional attributions Focusing on the "bad apple": focusing on the one person that is less trustworthy (one apple can spoil the whole group)

breach occurs when one or both people violate the trust that has been built between them

one that calls into question another persons character and intensions by citing hem as the cause of a behavior or incident (greed) - boss walks by and doesn't acknowledge them and they assume they are punishing them when really they are just busy

- Many people approach a new relationship with an unknown other party with remarkably high levels of trust - Trust tends to cue cooperative behavior - Individual motives also shape trust and expectations of the other's behavior - Trustors, and those trusted, may focus on different things as trust is being built - The nature of the negotiation task can shape how parties judge the trust - Greater expectations of trust between negotiators leads to greater information sharing - Greater information sharing enhances effectiveness in achieving a good negotiation outcome - Trust increases the likelihood that negotiation will proceed on a favorable course over the life of a negotiation - Face-to-face negotiation encourages greater trust development than negotiation online - Negotiators who are representing other's interests, rather than their own interests, tend to behave in a less trusting way

Distributive justice - The distribution of outcomes Procedural justice - The process of determining outcomes Interactional justice - How parties treat each other in one-to-one relationships Systemic justice - How organizations appear to treat groups of individuals