Chapter 1

Question 1

Why do we negotiate?

Answer 1

• to agree on how to share or divide a limited resource
• to create something that new that neither party could attain on his or her own
• to resolve a problem or dispute between the parties

Question 2

Bargaining

Answer 2

describes the competitive, win-lose situation

Question 3

Negotiation

Answer 3

refers to the win-win situation such as those that occur when parties try to find a mutually acceptable solution to a complex conflict

Question 4

Characteristics of a negotiation situation

Answer 4

1. There are two or more parties
2. There is a conflict of needs & desires btwn 2 or more parties
3. Parties negotiate bc they think they can get a better deal than by simply accepting what the other side offers them
4. Parties expect a “give and take” process
5. Parties search for agreement rather than fighting openly, capitulating, permanently breaking off the contract, taking their issue to a third party
6. Successful negotiation that involved management of intangibles and resolution of intangibles

Question 5

What is interdependence?

Answer 5

mutual dependency where parties need each other to achieve their preferred outcomes or objectives

Question 6

Zero-sum/ distributive bargaining

Answer 6

one winner, win-lose

Question 7

Non-zero sum/ integrative

Answer 7

mutual gains situation, win-win

Question 8

BATNA

Answer 8

Best Alternative to a Negotiated Agreement–negotiators need to understand their BATNA as well as other parties

Question 9

Best strategy for mutual adjustment

Answer 9

the more information that one person has about the other party, the better

Question 10

What is a concession and what does it do to the bargaining range?

Answer 10

a concession statement is when one party agrees to make a change in his/her position based on the other party’s suggestion to do so; when a concession is made, the bargaining range is further constrained

Question 11

What are the two dilemmas found in mutual adjustment?

Answer 11

dilemma of honesty and dilemma of trust

Question 12

dilemma of honesty

Answer 12

concern about how much of the truth you decide to tell the other party AKA how much are you willing to be honest about?

Question 13

dilemma of trust

Answer 13

concern about how much negotiators believe what the other party tells them AKA how much are you willing to trust the other party?

Question 14

Distributive bargaining

Answer 14

the purpose of this type of negotiation is to claim value–to do whatever is necessary to claim the reward or gain the largest piece possible (zero sum)… usually happens when negotiations are reaching an end or limit

Question 15

Integrative bargaining

Answer 15

the purpose of this approach to negotiation is to create value, or find a way for all parties to meet their goals and share the reward (non-zero sum)

Question 16

What is conflict?

Answer 16

“a sharp disagreement or opposition” and includes “the perceived divergence of interest, or a belief that the parties’ current aspiration cannot be achieved simultaneously

Question 17

What are the 4 levels on conflict?

Answer 17

1. Intrapersonal or Intrapsychic conflict–conflict that occurs w/in an individual
2. Interpersonal conflict–conflict is between individuals
3. Intragroup conflict–conflict is within a group
4. Intergroup conflicts between groups (these negotiations are the most complex)

Question 18

What are the styles of Conflict Management?

Answer 18

• Contending: actors pursue own outcomes strongly, show little concern for other party obtaining their desired outcomes
• Yielding: actors show little interest in whether the other party attains their outcomes
• Problem solving- actors show high concern in obtaining own outcomes, as well as high concern for other party obtaining their outcomes