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Management 402 > Midterm Exam > Flashcards

Midterm Exam Flashcards

(59 cards)

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1
Q

Negotiation Course Model

A

Top - Scenario: Definition, Distributive, Integrative, Games, Relationship, Mixed

Middle - Analysis: tools, tactics, take away lessons

Bottom - Action: before, during, after

Context

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2
Q

Wars

A

Ongoing, long lasting, more intense

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3
Q

Fights

A

revenge (personal attacks, hurting becomes goal), ill intentions, emotional

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4
Q

Conflict

A

seek a resolution (expressed disagreement), two or more parties have incompatible goals

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5
Q

Disagreements

A

2+ parties have two or more positions on a given issue

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6
Q

Negotiation vs. Persuasion

A

exchange of resources, 2 or more parties have power, deliberate (exchange of resources) vs. 1 party having power

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7
Q

arbitration

A

binding, third party has all power ex. courts, parents

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8
Q

mediation

A

the third party who does not have power over the final decision- they facilitate.
Models facilitator gives solutions vs negotiator comes up with their solution

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9
Q

Med-Arb

A

start out as a mediator, trying to get the parties to come up with their own solution. They won’t agree, so you turn to arbitration and make the decision.

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10
Q

Back & Fourth Moves

A

Demand
Concession
Commitment
Sold

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11
Q

Types of Negotiations

A 
buyer/seller
job offers
salary 
workload (roles & responsibilities) 
suppliers 
bank loans
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12
Q

Effective Negotiations

A

wise - good agreement holds over time
amicably - keep relationships in intact (90% business negotiations involve on-going relationships)
efficiency - not drawn out

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13
Q

Disruptive

A

fixed pie
zero-sum game
*one party’s gain is another parties lose

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14
Q

integrated

A

expand the pie

variable sum game

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15
Q

mixed

A

toyota car - 5-year warranty

(ex: the cost of a car is distributive, the warranty is integrated, oil changes distributive, financing integrated.

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16
Q

ZOPA

A

zone of possible agreements aka bargarganing range

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17
Q

Utility

A

Up to 6 — Resources being negotiated

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18
Q

Four Points

A
  1. target
  2. resistance point
  3. starting offer
  4. Batna - best alternative to a negotiated agreement
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19
Q

SEU Formula

A

SE u= (probability * utality) - [(1-P)*Costs]

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20
Q

Pie Slicing Strategies 1 - 3

A
  1. assess your batna and improve it
  2. Determine your RP but dont reveal it unless
    * getting really close to the end
    * reveal your batna
  3. research the other parties batna and estimate their RP
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21
Q

Pie Slicing Strategies 4

A

set high, optimistic aspirations. be aware of goal setting paradox -
set high goals, rarely hit them
set low goals, always hit them

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22
Q

Pice Slicing Strategies 5

A

make the first offer
Research: the first offer has a .85 correlation to final
Pitfall: do not make a range (will choose lower end of the range)
Pitfall: premature concessions - meaning do not give in too easily.

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23
Q

Pie Slicing Strategies 6

A

Immediately re-anchor if the other party opens first (with a bad anchor)

tactic: if they have an extreme first offer, be extreme back
tactic: prepare your opening offer before you even hear theirs.

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24
Q

Pie Slicing Strategies 7

Study These Flashcards
A 
Plan Your concessions
pattern: unilateral, bilateral 
magnitude: bigger than the other party/even split
black hat/white hat or reverse 
timing: immediate, gradual, delayed
25
Pie Slicing Strategies 8
support your offer with facts | objective criteria or rationale behind a position
26
Pie Slicing Strategies 9
Appeal to 3 norms of fairness 1. equity - input/output "how hard I worked" 2. equality - everyone gets equal 3. need - person needs more
27
Pie Slicing Strategies 10
Do not fall for the "even split" ploy
28
Roommate Negotiations
Can I live with you quiz | Take Aways: create a contract before the relationship begins.
29
Marital Negotiations
can easily change between negotiations, conflict & fight | Takeaways: emotional response (intimate, children, etc)
30
Schema
mental representation ex: accountant - white shirt lumber jack - flannel
31
stereotype
generalizing about a person based on the group to which they belong too (making conclusions)
32
discrimination
action, unfair, judgment based on a group to which someone belongs
33
ethnocentrism
act or think as if your own culture is "superior" - as to different
34
perspective
Do & Dont's of a given culture. ex: if you ask Saudis to list what they agreed to, they will take it as a sign of distrust japneses will be offended if you do not treat their business card with respect
35
variable analytic
variables to study for any given culture ex: formality. know when to bottle it up or let it all out expressiveness, demonstrate emotions formality (clothing, terms of address (miss/mr) trust propensity directness vs indirectness high context (overall picture, read between lines, non-verbal, squarril & tree) vs low context (takes words to be literal, messages should be literal, seagull and squairral(
36
human universals
communication patterns that hold across all cultures ex: treat others how you would like to be treated emotions (angry, scared, disgusted, suprised, happy, sad)
37
Hofstede Four Main Variables
collectivism vs individualism power distance (willingness to accept differenes in status) uncertanity reduction - tolerance for ambiguity masculinity (competitive, agressive, assertive vs feminity (nurturing)
38
egalitarian
the extent to which men and women are treated equally
39
games
*individual set of decision makers (players) *strategy (make choice from a set of alternatives) *payoffs depend on what you and others do *you do not know what they will do but you do you know *what they could do they do not know what you will do *you know the other parties choices *no cheal talk - pre play communcation
40
ultimatum scenario
one person is in a position to give an ultimatum to another person but the other person must accept it
41
dictator scenario
one person is in the position to make an offer and the other party must accept it
42
Tragedy of the Commons
where all parties must cooperate to win, if any party cheats; you all loose ex: climate change, fishing industry, oil cartels, airline fare wars, united nations trust, nuclear war
43
Prisoner's Dilemma
The prisoner's dilemma is a standard example of a game analyzed in game theory that shows why two completely rational individuals might not cooperate, even if it appears that it is in their best interests to do so.
44
bidding: hidden or open
a scenario in which parties compete with bids to attain a deal. the bidding may be hidden or open (Batna)
45
social dilemmas
social dilemmas involve more than two parties. what is rational for individuals is not rational for the group.
46
framing
framing a message focuses attention on data and premise within. ex: frame a speech - title, frame a negotiation - starting offer
47
status quo bias
bias against change, accepting an offer when you have a better BATNA may either reflect this bias.
48
strategic sophistication
when anticipating a negotiation, do you prepare for a sophisticated party or an unsophisticated part. how does this influence your moves? Sophisticated - go easier, unsophisticated - go harder
49
risk propensity
the extent to which people are willing to take risks, generally framing outcomes as gains or losses Risk aversion or risk seeking
50
endowment effect
an irrational value placed on an object because of sentiment ex: a color of the car, wedding dress
51
false analogy
compares two things that are not alike in significant respect or have critical points of difference ex: Cuba & aids or England & guns
52
hasty generalization
``` draws conclusions about a class based on too few or atypical examples ex: cheap, flexibility ```
53
single cause fallacies
occur when an advocate attributes only one cause to a complex issue ex: relationship breakup (broke up because of bikini issue)
54
slippery slope
assumes without evidence that a given event is the first in a series of steps that will inevitably lead to some outcome ex: weed is the gateway drug
55
ad hominem
an irrelevant attack on the person or source originating an argument instead of responding to substantial issues raised in the argument. ex: lawyer attacking a defendants character rather than addressing or questioning the case
56
ad populum
occurs when the substance of an argument is avoided and the advocate appeals instead to popular opinion as a justification for the claim. Ex: Japanese cars, song should be good because its in the top charts
57
appeal to tradition
someone claims we should continue to do things the way they have always done them simply because they have been done that way ex: pay practices, parenting roles
58
begging the question
assumes a premise as evidence for an argument that is the very claim or point that is in question ex: you should not let her in the boy scouts club because its an all-male organization
59
nonsequiter
a claim that is irrelevant to or unsupported by the evidence or premises purportedly supporting it. ex: you don't care about your job. look how much you put into your school work that's what you care about.

Management 402 (1 decks)

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