The Nature of Negotiation – Flashcards

Unlock all answers in this set

Unlock answers
question
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)
answer
What is the different between Negotiation and bargaining
question
1. sharing or divided a limited resource 2. creating something that both parties need 3. Resolving a problem
answer
Why do negotiations occur
question
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.
answer
What are the three important themes
question
- 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
answer
Describe the characteristic of a negotiations
question
Parties depend on each other to achieve their own preferred outcome.
answer
Interdependence
question
1. Independent 2. dependent 3. interdependent
answer
Three ways of characterizing Interdependence
question
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
answer
Types of interdependence
question
1. desirability of alternatives working together 2. BATNA ( best alternative to a negotiation agreement)
answer
What alternative shape interdependence
question
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.
answer
What is Mutual Adjustment
question
• 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
answer
Mutual Adjustment and Concession Making
question
• 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
answer
What are the two dilemmas of mutual adjustment
question
It is to do whatever is necessary to claim the reward, gain the lion's share, or gain the largest piece possible. ( distributive )
answer
What is Value Claiming
question
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)
answer
What is value creation
question
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.
answer
What are the three implications of claiming and creation
question
interests, difference in judgement abotu the future, risk tolerance, time preference
answer
What are some differences in negotiators
question
"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"
answer
Define Conflict
question
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
answer
What are the levels of conflict and explain
question
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.
answer
What are functions of conflict
question
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
answer
Dysfunctions of conflict
question
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
answer
What are the 5 styles of conflict management
Get an explanation on any task
Get unstuck with the help of our AI assistant in seconds
New