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Organizational Behavior > 14 Negotiation > Flashcards

14 Negotiation Flashcards

Contrast distributive and integrative bargaining

1
Q

Define

negotiation

Negotiation

A

A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them.

Negotiation

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2
Q

Distributive vs Integrative Bargaining

Goal

Negotiation

A

distributive: get as much of the pie as possible
integrative: expand the pie so that both parties are satisfied

Negotiation

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3
Q

Distributive vs Integrative Bargaining

Motivation

Negotiation

A

distributive: win-lose
integrative: win-win

Negotiation

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4
Q

Distributive vs Integrative Bargaining

Focus

Negotiation

A

distributive: positions
integrative: interests

Negotiation

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5
Q

Distributive vs Integrative Bargaining

interests

Negotiation

A

distributive: opposed
integrative: congruent

Negotiation

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6
Q

Distributive vs Integrative Bargaining

information sharing

Negotiation

A

distributive: low
integrative: high

Negotiation

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7
Q

Define

distributive bargaining

Negotiation

A

Negotiation that seeks to divide up a fixed amount of resources; a win-lose situation

Negotiation

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8
Q

Define

fixed pie

Negotation

A

The belief that there is only a set amount of goods or services to be divvied up between or among the parties

Negotiation

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9
Q

What is the best course of action in distributive bargaining?

Negotiation

A

make the first offer, and make it an aggressive one.

Reason: making the first offer shows power; making the first offer creates an anchoring bias.

Negotiation

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10
Q

Describe

anchoring bias

Negotiation

A
  • people tend to fixate on initial information
  • once the anchoring point has been set, they fail to adequately adjust it based on subsequent information

Negotiation

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11
Q

Define

integrative bargaining

Negotiation

A

Negotiation that seeks one or more settlements that can create a win-win solution

Negotiation

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12
Q

Fill in the blank

In terms of intraorganizational behavior, ____ bargaining is preferable to ____ bargaining.

Negotiation

A

integrative bargaining is preferable to distributive bargaining

Negotiation

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13
Q

Why is integrative bargaining better than distributive bargaining in terms of intraorganizational behavior?

Negotiation

A
  • integrative bargaining builds long-term relationships
  • win-win
  • breeds cooperation

Negotiation

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14
Q

Expalin

why don’t we see more integrative bargaining in organizations?

Negotiation

A
  • The conditions necessary for its success rarely exist in organizations
  • This leads to a win-at-any-cost dynamic

Negotiation

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15
Q

Apply

five steps of the negotiation process

Negotiation

A
  1. preparation and planning
  2. definition of ground rules
  3. clarification and justification
  4. bargaining and problem solving
  5. closure and implementation

Negotiation

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16
Q

Concept

Once. you’ve gathered your information, develop a strategy. You should determine your and the other side’s best alternative to a negotiated agreement.

Negotiation

A

BATNA

Negotiation

17
Q

Define

BATNA

Negotiation

A

The best alternative toa negotiated agreement; the least a party in a negotiation should accept.

Negotiation

18
Q

Describe

What happens during the ground rules stage?

Negotiation

A

During this phase, the parties will exchange their initial proposals or demands

Negotiation

19
Q

Describe

what happens after the parties exchange their initial proposals or demands?

Negotiation

A

Provide the other party with any documentation that supports your position

Negotiation

20
Q

Describe

what happens after the parties exchange documentation supporting their positions

Negotiation

A

This is where both parties need to make concessions

Negotiation

21
Q

Describe

what happens after both parties have made any necessary concessions in the negotiation process

Negotiation

A

This is where the parties formalize the agreement and develop procedures necessary for implementing and monitoring it.

Negotiation

22
Q

Fill in the blank

Evidence suggests that overall agreeableness is ____ related to negotiation outcomes?

Negotiation

A

weakly [related]

Negotiation

23
Q

Complete the sentence

you should show anger in the negotiations only if

Negotiation

A
  • … you have at least as much power as your counterpart
  • if you have less, showing anger may actually provoke hardball reactions

Negotiation

24
Q

Complete the sentence

having a history of anger in negotiations leads to which negotiation outcomes

Negotiation

A
  • tends to induce more concessions from the other party; however,
  • “faked” anger is not effective

Negotiation

25
Q

True or false

culture seems to matter in negotiations

Negotiation

A

true, especially in cross-cultural negotiations between East Asian countries and the United States or Europe

Negotiation

26
Q

List

3 guidelines for improving ethical negotiations

Negotiation

A
  1. Try to understand your negotiation partner’s perspective
  2. Be aware of your own emotions
  3. Beware of empathizing so much that you work against your own interests

Negotiation

27
Q

Which Big Five trait is optimal in cross-cultural negations?

Negotiation

A

openness

Negotiation

28
Q

Gender

Who negotiates more for salary following a job offer?

Negotiation

A

Men: 46%
Women: 30%

Negotiation

29
Q

Gender

who performs better in negotiations with low role incongruity

Negotiation

A

women

Negotiation

30
Q

Define

Reputation

Negotiation

A

Reputation is the way other people think and talk about you

Negotiation

31
Q

Fill in the blank

repeated negotiations facilitate ____ problem solving

Negotiation

A

integrative problem solving

Negotiation

32
Q

List

three basic third-party roles

Negotiation

A
  • mediator
  • arbitrator
  • conciliator

Negotiation

33
Q

Define

mediator

Negotiation

A

A neutral third-party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives

Negotiation

34
Q

Define

arbitrator

Negotiation

A

A third party to a negotiation who has the authority to dictate an agreement

Negotiation

35
Q

Define

conciliator

Negotiation

A

A trusted third party who provides an informal communication link between the negotiator and the opponent.

Negotiation

36
Q

Fill in the blank

mediation is most effective under ____ levels of conflict

Negotiation

A

moderate

Negotiation

37
Q

field

mediators are widely used in negotiations involving which fields

Negotiation

A
  • labor-management
  • civil court disputes

Negotiation

38
Q

List

advantages and disadvantages to arbitration over mediation

Negotiation

A

advantage:
* always results in a settlement

disadvantage:
* can be heavy-handed, leaving conflict to simmer

Negotiation

Organizational Behavior (27 decks)

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