The Nature of Negotiation – Flashcards

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)

1. sharing or divided a limited resource 2. creating something that both parties need 3. Resolving a problem

1. Definition of negotiation and the basic characteristics of negotiations situations. 2. Understanding interdependence, the relationship between people and groups that most often leads them to negotiate. 3. The definition and exploration of the dynamics of conflict and conflict management processes, which will serve as a backdrop for different ways that people approach and manage negotiations.

- Involves 2 or more parties, - there is a desire or need between 2 or more parties, -they negotiate by choice, who can get the better deal -we expect a give an take -prefer to negotiate and search for agreement rather then to fight openly -successful negotiations involve the management of tangibles and also the resolution of intangibles

Parties depend on each other to achieve their own preferred outcome.

1. Independent 2. dependent 3. interdependent

1. zero -sum or distributive -individuals linked together that there is a negative correlation between their goal attainments 2. Non- zero sum or integrative- positive correlation between the goal attainments of both parties

1. desirability of alternatives working together 2. BATNA ( best alternative to a negotiation agreement)

The act to influence opponent. Negotiation is a process that transforms over time and mutual adjustment is one of the key cause of the changes that occur during a negotiation.

• When one party agrees to make a change in his/her position, a concession has been made • Concessions restrict the range of options • When a concession is made, the bargaining range is further constraints

• Dilemma of honesty - Concern about how much of the truth to tell the other party • Dilemma of trust - Concern about how much negotiators should believe what the other party tells them

It is to do whatever is necessary to claim the reward, gain the lion's share, or gain the largest piece possible. ( distributive )

Finding a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources. (Integrative)

1. Negotiations must be able to recognize situations that require more of one approach than the other 2. negotiators must be versatile in their comfort and use of both major strategic approaches. 3. Negotiator perceptions of situations tend to be biases toward seeing problems as more distributive/ competitive than they really are.

interests, difference in judgement abotu the future, risk tolerance, time preference

"Sharp disagreement or opposition as of interests, ideas etc" and " the perceived divergence of interest, or a belief that the parties' current aspirations cannot be achieved simultaneously"

1. Intrapersonal or intrapsychic conflict- conflict within the person 2. Interpersonal conflict- between individuals 3. intragroup conflict- within a group 4.Intergroup conflict- between organizations, ethnic groups etc

1.Makes organizational members more aware and able to cope with problems through discussion. 2. Promises organizational change and adaptation. 3. Strengthens relationships and heightens morale. 4. Promotes awareness of self and others. 5. Enhances personal development. 6. Encourages psychological development—it helps people become more accurate and realistic in their self-appraisals. 7. Can be stimulating and fun.

1. Competitive, win-lose goals 2. Misperception and bias 3. Emotionality 4. Decreased communication 5. Blurred issues 6. Rigid commitments 7. Magnified differences, minimized similarities 8. Escalation of conflict

1 Contending - Actors pursue own outcomes strongly, show little concern for other party obtaining their desired outcomes 2 Yielding - Actors show little interest in whether they attain own outcomes, are quite interested in whether the other party attains their outcomes 3 Inaction - Actors show little interest in whether there own outcomes, little concern about whether the other party obtains his or her outcomes. 4 Problem solving - Actors show high concern in obtaining own outcomes, as well as high concern for the other party obtaining their outcomes 5 Compromising - Actors show moderate concern in obtaining own outcomes, as well as moderate concern for the other party obtaining their outcome