chapter 4 Flashcards
false conflict
occurs when people believe that their interests are incompatible with the other party’s interests when in fact, they are not.
the lose-lose agreement
The failure to capitalize on compatible interests is known as a lose–lose agreement.
the fixed pie perception
is the belief that the counterparty’s interests are directly and completely opposed to one’s own interests.
parteo optimal agreements
According to the book an outcome is Pareto optimal when truly integrative negotiations are ones in which all opportunities are leveraged so that no resources are left on the table. There is no alternative state where at least one participants well-being is higher and the other party’s is lower. Whatever is good for the other person is automatically bad for you and vice versa. A win-win negotiation is not possible because it ignores the possibility of finding solutions that better both parties.
meso strategy
presenting the other party with at least
two (and preferably more) proposals of equal value
pre-settlement settlement
they are formal, in that they encompass specific, binding obligations; initial, because they are intended to be replaced by a formal agreement; and partial, in that the parties do not address or resolve all outstanding issues. a PreSS occurs in advance of the parties undertaking full-scale negotiations and is designed to be replaced by a long-term agreement.
the post settlement settlement strategy
Negotiators agree to explore other options with the goal of finding another option that both prefer more than the current agreement- they reach an initial settlement that both parties agree to, but then spend additional time attempting to improve it
focal point
a single salient coordinating concept, shared by negotiators.
turning point
a departure that takes place during the course of negotiation, when the trajectory seems to
change.
