PHASE 2 - CH. 16: NEGOTIATION Flashcards Preview

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Flashcards in PHASE 2 - CH. 16: NEGOTIATION Deck (16):
1

goal of conflict resolution

work towards mutually agreed upon decision

2

negotiations can involve

single issue - fixed pie - win and loose

3

distribute negotiations

focus on signle issue, fixed pie, each side seeks togian larger slice of pie, zero sum negotiations, no long term reltationships

4

four defining characteristics of distributive negotiations

distribution of resources, focus on winning, notion of limits, bargaining zone framework

5

bargaining zone

range of settlements within which it is better for boh tparties to agree than not to agree

6

positive bargaining zone

negotiatiors acceptance, positions overlap

7

negative bargaining zone

no overlap , no settlement that will be aceptable to both parties pursue alternatives

8

integrative negotiations

focus on multiple issues, parties priorities differ, non zero sum, tradeoffs, expand the pie

9

steps to effectivetly negotiatie

assess batna, calculate reservation value, assess other party's batna, calulatie other party's reservation value, evaluate zopa, indetify multiple interests, create scoring system, caluclate passage reservation value, idnetify other party's multiple interests

10

batna

best alternative to negotiated agreement

11

reservation value

lowers offer you are willing to accept

12

zopa

zone of possible agreement, space between both partie's reservation values

13

creativng value

carefully assess each side's preference

14

claiming value

districbutive process, bargain over interests

15

egalitarism vs hiarchy

distinguish between heiarchal cultures that emphasize differentiated social status from egalitarian cultures that dont

16

low vs high context norms for communication

low context cultures - direct ocmmunicaiton
high context norms for communiation- communicate indirecly