9.6: The strategies of win-win negotiation Flashcards
What is conflict in an organizational context?
Conflict is a disagreement between parties that can involve tasks, personalities, or resources and is an inevitable part of organizational life.
What does a win-lose negotiation imply?
It implies that one party must lose in the negotiation process, and sometimes that party may be you.
Why is win-lose negotiation often unattractive?
Because many situations involve important relationships where the possibility of losing is undesirable.
In what situations is a win-lose strategy especially unattractive?
Negotiating with your boss
Close personal friends or family members
Your peers (individually or as a group)
Major long-term clients
Potential partners for long-term ventures
What is win-win negotiation?
An application of cooperative problem solving that seeks a mutually acceptable solution while maintaining the relationship.
In win-win negotiation, how should you approach the conflict?
Treat the conflict separately from the relationship and work toward a solution that meets both parties’ needs.
What is the goal of win-win negotiation?
To solve a problem in a way that benefits both parties and creates value for both, without defeating the other party.
How does helping the other party benefit you in a win-win negotiation?
The best way to get a favorable settlement is for it to also benefit the other party.
What are the characteristics of a win-win negotiation (Table 9.7)?
Focus on common interests rather than differences
Addressing needs and interests instead of bargaining positions
Commitment to helping the other party meet their needs
Exchange of information and ideas
Creating options for mutual gain and value
