Flashcards in Negotiating Deck (17):
what is the belief that your interests are at complete odds (mutually exclusive) with those of other party?
fixed pie perception
what are the two approaches to negotiation?
distributive approach or mixed motive approach
describe distributive approach
entering into a negotiation with fixed pie-perception
describe mixed motive approach
first cooperative (integrative) and then competitive (distributive)
integrative = degree to which the parties perceive that their goals are compatible
distributive= degree tow which the goals of the two parties are mutually exclusive
name 5 causes of organizational conflict
1. group identification and intergroup bias
3. differences in power, status and culture
5. scarce resources
when negotiating in the mixed motive style, you can either ___ value or ___ value
create or claim
what does BATNA stand for?
best alternative to a negotiated agreement
what are strategies for negotiating?
-bundle issues, not point-by-point
-don't react right away
the ___ ____ is the point where one party cannot be better off without the other being worse off
describe the reciprocity effect
-begin to reveal some of your interests (low stakes to test the waters)
-should encourage reciprocity
-steer other party away from talking about positions
-goal is to figure out where your interests re shared and where they diverge
-leverage differences to create more value
what are the 3 types of conflict?
1. relationship (aka personality or affective)
2. task (aka cognitive)
which type of conflict involves disagreements based on personalities and issues that are not directly related to work?
which type of conflict involves disagreements about work being done in a group and the merits of ideas, plans, projects?
which type of conflict involves disagreements on how to approach a task and who does what (how the group is achieving its goal?)
what are the two negotiation styles?
cooperative and competitive
describe cooperative negotiation style
-immediately caving into demands that other people make
-being first person to make a concession
-revealing too much info so as to keep a relationship pleasant or get another person to like you