Ch 9: Key Additional Notes Flashcards
What are the 5 Mental Models of Negotiation?
- Haggling
- Cost Benefit Analysis
- Game Playing
- Partnership
- Problem Solving
Contingency Contracts are a key way to _______ ________
creative negotiation
One Creative Technique for Negotiation uses _____-_____ _______ and can be made whole on a new issue
non-specific compensation
________ _______ or _______ ________ is the ability to apply a strategy on one situation to a new one
relevant knowledge; knowledge transfer
Fixed Pie limits _____ ______ because of the belief that a counterparty’s are directly opposed to ones own
joint gain
a personal cause and effect theory about what behaviors will lead to certain outcomes
Mental Model
________ creates new alternatives that can meet both parties’ interests
Bridging
Later first offers are more likely to discover ________ agreements vs early first offers are likely to gain more ______.
creative; value
Key ingredient for effective negotiation in the classroom setting is ________.
feedback
What are the 3 Key Criteria for Contingency Contracts?
- Continued interaction
- Enforceability
- Clear and measurable
________-focused pairs of negotiators achieve better joint financial outcomes than ________-focused pairs when outcomes were tracked by a supervisor
prevention; promotion
Negotiators who reflect on “_______” counterfactuals (if only I had) learn more than negotiators who
reflect on “________” counterfactuals (if only I had not)
additive; subtractive
A type of integrative solution in which a new option is created that satisfies both parties’ vital
interests
bridging
The ability to think abstractly, from a distant perspective
construal levels
When each negotiator tries to obtain the biggest share of the bargaining zone
haggling model
A person’s theory about cause and effect for a particular situation
mental model
An agreement where one negotiator receives what he or she wants, and the other is compensated (or paid) by some method that was initially outside the bounds of negotiation
nonspecific compensation
Negotiators who build rapport with the counterparty in order to nurture long-term relationships often make sacrifices to uphold the relationship
partnership model
A negotiator’s motivation and desire to avoid bad outcomes and events
prevention-focused
Negotiators focus on the collaborative or cooperative aspects of the task and attempt to solve the problem together
problem-solving model
A negotiator’s motivation and desire to attain attractive goals
promotion-focused
