Chapter 13 Flashcards
What is negotiation?
an exchange of goods and services for something of value?
What is distributive bargaining?
one party wins the other loses
What is integrative bargaining?
There are no losers.
What is attitudinal structuring?
changing the other parties view towards you
What is intraorganization bargaining?
convincing people on your side that you are doing the best in the negotiation.
What actions do you take during negotiations?
Never draw a line in the sand, use body language, don’t talk to much.
What are the steps of negotiation?
Preparation, Action, Closure and Implementation.
Who are mediators?
people respected by all negotiating parties
Who are arbitrators?
people who have all authority to end a negotiation
Who are conciliators?
trusted friends who use informal communication and become bridges for resolution.
Who are consultants?
trained professional counselor.
What are some other things to consider during negotiations?
gender, ethics, service business.
