Tentamen 1 Flashcards
(44 cards)
What are the 7 elements of negotiations
- The object or dispute
- The subjects of the process
- The power of each party
- Objective of each party
- Environment
- Level of confidence/trust between parties
- Level of information that each party has
What is the description of “ the object or dispute”
The matter on which the parties will dialogue and on which each party has an interest
What is the description of “the subjects of the process”
Intervene on their own behalf or representing the interests of other subjects or an organization
What element belongs with: will be decisive for the final result. It will depend on the scale, need and urgency
The power of each party
The description of “ the objective of each party”
The claim of each negotiator. It may be unique or multiple. The objectives must meet some requirements
What are the requirements for the objectives of each party? (4)
- Must be defined & delimited
If several - Must be hierachical
- having clear which are essential and which are dispensable
- Must be realistic
What are the 3 types of objectives when negotiating
- Acceptable minimum
- Medium or reasonable
- Utopian
Description of “environment” element
Set of circumstances where the negotiation takes place. Being in your own place could be an advantage, by creating a certain sense of leadership.
What two circumstances effect the “environment”
- Time: lack of time tends to affect negatively to the weaker part
- Place: it may take place in any of the part’s offices or a third place.
On what element has mistrust an effect?
Level of confidence/trust between the parties
Describe level of confidence/ trust between the parties
Mistrust creates misgivings that harm the negotiation process
Describe “ level of information that each party has”
The higher the information, the lower the uncertainty and thus the likehood of finding unexpected results
What are the 5 possible approaches for individual negotiators accouding to the matrix?
- Avoid
- Compete
3.Accommodate
4.Collaborate - Compromise
What approach fits the outcome: i lose you lose
avoid
What approach fits the outcome: i win some - you win some
Compromise
Describe the approach “avoid”
Doesn’t want to negotiatie. Difficult to get to the table and hard to keep there. No one wins.
When is an avoid approach suitable (3)
- The value of investing time to resolve the conflict outweights the benefit
- Issue under negotiation is less important
- A lot of emotion in the negotiation
Who should use the “avoid” approach
People who dislike conflict or reaction to high compete negotiators
What are 2 possible dangers for the “avoid” approach
- Avoiding will be typical when one party knows the urcency of the other: carfeul when speaking about your urgency
- May drive to impersonal relationships and sometimes - paradoxically - to conflict
What to do as self defense when a negotiator uses the “avoid” approach (2)
- timing early in your negotiations
- Try to invalidate the other party’s reasons for avoiding by understanding their decision making process
Describe the approach: compete
Wants to have all their needs being met and doens’t care about yours. Won’t care about relationships or ongoing business (i win - you lose)
How should you use a “compete” approach?
Use whatever power and tactics, including personality, position, economic, threats etc. focused on their short term gains
When is a “compete” approach suitable (3)
- You need to get results quickly
- Counter balance against competitive negotiators
- Buy or sell something once (like a car sell)
What are the possible dangers of a “compete” approach? (3)
- Overuse competition = the other party knows what to expect
- may drive to deadlock, in power imbalance negotiation
- May lose an interesting long term partner, if you are too competitive
