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MGCR 222 > Negotiating > Flashcards

Flashcards in Negotiating Deck (17):
1

what is the belief that your interests are at complete odds (mutually exclusive) with those of other party?

fixed pie perception

2

what are the two approaches to negotiation?

distributive approach or mixed motive approach

3

describe distributive approach

entering into a negotiation with fixed pie-perception

4

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

5

name 5 causes of organizational conflict

1. group identification and intergroup bias
2. independence
3. differences in power, status and culture
4. ambiguity
5. scarce resources

6

when negotiating in the mixed motive style, you can either ___ value or ___ value

create or claim

7

what does BATNA stand for?

best alternative to a negotiated agreement

8

what are strategies for negotiating?

-anchoring
-common interests
-find differences
-bundle issues, not point-by-point
-don't react right away
-concession

9

the ___ ____ is the point where one party cannot be better off without the other being worse off

pareto frontier

10

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

11

what are the 3 types of conflict?

1. relationship (aka personality or affective)
2. task (aka cognitive)
3. process

12

which type of conflict involves disagreements based on personalities and issues that are not directly related to work?

relationship

13

which type of conflict involves disagreements about work being done in a group and the merits of ideas, plans, projects?

task

14

which type of conflict involves disagreements on how to approach a task and who does what (how the group is achieving its goal?)

process

15

what are the two negotiation styles?

cooperative and competitive

16

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

17

describe competitive negotiation style

-never revealing any info
-always asking for more, no matter what the offer
-threatening to walk out unless your demands are met