Negotiations Flashcards
(33 cards)
Anchor
An offer that is at the aspiration point, or slightly more aggressive
Expected that the anchor pulls or steered an agreement close to ones aspiration point
Aspiration point
The best outcome each negotiator hopes to achieve from the negotiated agreement
Demand
A statement of terms with no room for adjustment
“Take it or leave it”
Interests
The reason behind your position
The why behind what you want
Procedural interests. How a process is conducted
Psychological interest. How people feel
Substantive interest. Schedules, prices, salaries etc
Negotiation
2 or more people or groups who have a degree of difference in position, interests, goals, values or beliefs who are striving to reach agreement on issues or course of action
A dialogue intended to resolve disputes
Position
What you want
What you envision as your best possible outcome
The stance one takes
Reservation point
The bottom line
The least favorable option or offer you will accept to end a negotiation
Zone of possible agreement
ZOPA
The bottom line
The bargaining range
The overlapping area of each negotiators aspiration point and reservation point
No overlap, no ZOPA
Task orientation negotiations
More important or reaching an outcome, solution, or resolution
Getting the mission done
People orientation negotiations
Centers on the relationships that exist between the individuals or groups and involved
The relationship may be more important than the task
It’s about the the importance on cultivating the relationships past, present and future
5 Negotiation styles
Evade Comply Insist Settle Cooperate
Neg styles
Evade
“Not now, maybe later”
Passive, unassertive strategy often used to maintain the current situation
Best used when current situation favors any proposed solution
Issue is unimportant to one or both parties. Or more important matters at hand. Or the opposition is way too powerful
Neg styles
Comply
“Sure let’s do it your way”
Used when relationship is more important than the task
Neg styles
Insist
“Take it or leave it”
Winner takes all, task oriented style. The objective is paramount, regardless of the relationship
Used to resolve an Emergency situation. Higher rank or position used
Use with caution
Neg styles
Settle
“Let’s just split the difference and call it a day”
Compromising style used when there is little chance of getting everything you want, but a solution is necessary
Usually quick neg, but rarely results in an optimal outcome
All must be willing to give up something
Neg styles
Cooperate
“Let’s work together and come up with an even better idea”
Depends on each collaborative efforts and desire to achieve a mutually acceptable outcome while simultaneously managing a trusting relationship
Focus on the common interests that drive each party
Common ground
Trust in a person
Established between 2 people an is interpersonal in nature
Not reliant on any institution or third party
Trust in a process
Faith in a governing institution and believing that it supports your negotiations
You trust the institution to be fair and impartial, legal, ethically acceptable and satisfy the interest of all parties
IG, EEO, AFIs, Core Values
Information
Level of trust influences the amount of information shared between negotiators
Do you trust the info you are given
Do you feel comfortable sharing info
May half to use 3rd party to verify info
Position powers
Coercive
Perceived ability to provide sanctions, punishment, or consequences for not performing
Disciplinary actions, privileges taken, posing restrictions, non-judicial punishment
Position powers
Reward
Leaders perceived ability to provide rewards and incentives that people like
Position powers
Connection
Who you know
The perception that you have powerful connections with others who can support and strengthen your position
Position powers
Legitimate
Rank, position, level of authority
You may be able to use but consider the relationship and only use when your intentions are legal, ethical, and appropriate
Only power that does not increase or decrease based on use or perception
Personal powers
Refevent
Charisma
People respond to this power because they respect and admire you or tend to follow and agree with you because they aspire to be like you
Opportunity to encourage, motivate and inspire others
