13.4 Flashcards
What is negotiation?
A decision-making process among interdependent parties who do not share identical preferences.
What is distributive negotiation?
A zero-sum, win–lose situation where a fixed pie is divided between parties.
What is integrative negotiation?
A collaborative problem-solving process aimed at achieving a win–win outcome.
When does distributive negotiation occur?
Between competition and accommodation on the conflict management axis.
When does integrative negotiation occur?
Between avoiding and collaborating on the conflict management axis.
What are threats in negotiation?
Implying punishment if the other party doesn’t concede.
What are promises in negotiation?
If you give me what I want, I’ll give you something good later
When are threats effective?
When one party has power, no future negotiations are expected, and made in a careful, not aggressive way
When are promises effective?
When your side lacks power and expects future negotiations.
What is firmness in negotiation?
Sticking to your target, offering few concessions, and waiting for the other party to yield.
What is the role of persuasion in negotiation?
To assert the technical and fairness merits of your position to change the other party’s attitude.
How can bias be managed in distributive negotiation?
By introducing unbiased parties like satisfied clients.
What tactic benefits women in salary negotiation?
Experience and negotiating for others improve outcomes; better results in collective cultures.
What improves integrative negotiation?
Trust and a freer flow of information between parties.
How to initiate integrative negotiation?
Share non-critical information and ask many questions to build trust.
How to frame differences in integrative negotiation?
As opportunities for mutually beneficial agreements.
What is ‘cutting costs’ in negotiation?
Reducing the costs the other party associates with an agreement to increase settlement chances.
How can resources be increased in negotiation?
By combining efforts, which may grant access to more resources than acting alone.
What are superordinate goals?
Goals that can only be achieved through collaboration, changing the negotiation dynamics.
