Chapter 8 Flashcards
1
Q
What does “constructive argumentation” test?
A
Ideas, not people
2
Q
What are the disadvantages of competitive negotiation?
A
- Has a strong bias towards confrontation, encouraging the use of coercion and emotional pressure as persuasive means
- Works against responsiveness and openness to opponent, therefore restricting access to joint gains
- Encourages brinkmanship by creating many opportunities for impasses
- Increases difficulty in predicting responses of opponent because reliance is on manipulation and confrontation to control process
- Contributes to an overestimation of the payoffs of competitive actions such as litigation because the focus is not on a relatively objective analysis of substantive merits
3
Q
What assumptions does the Integrative Model of Negotiation carry?
A
- The negotiating world is controlled by enlightened self-interest
- Common interests are valued and sought
- Interdependence is recognized and enhanced
- Limited resources do exist, but they can usually be expanded through cooperation
- The resource distribution system is integrative (joint) in nature
- The goal is a mutually agreeable solution that is fair to all parties and efficient for the community
4
Q
What are the seven elements of Principled Negotiation?
A
- Attend to the relationship: build a good relationship, working side by side
- Attend to all elements of communication: work to build positive, two-way communication
- Focus on interests, not positions: disclose your actual concerns and interests, not “bottom line position”. Positions come from interests. However you need firm flexibility (p. 268)
- Generate many options: explore options by brainstorming and using creativity
- Find legitimate criteria: try to discern whether the outcome is fair, just, reasonable, and respects the interests of each party
- Analyze the “best alternative to a negotiated agreement” (BATNA): consider your “walk away” alternative as well as theirs.
- Work with fair and realistic commitments: decide whether what you and the other party are asking is reasonable, doable, face-saving, practical, and will enhance the working relationship
5
Q
What do Fisher and Ury means by “BATNA”?
A
Best alternative to a negotiated agreement
