Ch 4: Key Additional Notes Flashcards
Integrative negotiations are ____-____ negotiations
win-win
Negotiators should share their _______ and ________ not BATNA and Reservation Point
interests; priorities
_______ is Multiple Equivalent Simultaneous Offers as a strategy
MESO
the strategy of making concessions on low value issues and trying to gain high value
logrolling
(Post/Pre) Settlement Agreements allow for ability to find agreement upgrade with the safety of the current contract
Post
(Post/Pre) Settlement Settlements are designed to be replaced but are binding.
Pre
________ ________ draws conclusions from counterparty’s responses
inductive reasoning
T or F: Most negotiations end up being Mixed Motive
True
when all resources are claimed in an integrative outcome- nothing left on the table
pareto optimal
Only ___% of negotiators seek counterparty’s preferences
7
Agreements wherein negotiators make bets based on their differences in beliefs, forecasts,
risk profiles, and interests
contingent contracts
focuses on how negotiators divide resources
distributive negotiation
A situation in which conflict does not exist between people, yet they erroneously perceive the presence of conflict (aka illusory conflict)
false conflict
the belief that the counterparty’s interests are directly and completely opposed to one’s own
fixed-pie perception
The process by which a negotiator unilaterally deduces what the counterparty’s true interests are, and where the joint gains are by listening to their responses in negotiation
inductive reasoning
Refers to how negotiators create the resources that will ultimately be divided
integrative negotiation
The strategy of trading off in a negotiation so as to capitalize on different strengths of preference
logrolling
Strategy that involves simultaneously presenting the counterparty with two or more proposals of equal value to oneself
MESOs
the term used to refer to the imperfect correlation between parties negotiation interests
mixed-motive
Negotiation agreements in which all opportunities are leveraged so that no resources are left on the table
pareto optimal
Strategies in which negotiators reach a binding settlement, but agree to explore other options with the goal of finding another that both prefer more than the current one; if one is not found, the current settlement is imposed
post-settlement settlements
Agreement that occurs in advance of the parties undertaking full-scale negotiations and is designed to be replaced by a long-term agreement
pre-settlement settlements
the identification of the bargaining issues and alternatives in a negotiation
resource assessment
Mixed-motive negotiation is _______ and _________.
cooperative; competitive
