Chapter 9: Creativity, Problem Solving, and Learning in Negotiation Flashcards
Fashioning win-win agreements that leverage both parties’ interest involves _______ and ______-______
creativity; problem-solving
T or F: You have to be creative to be good at integrative negotiations.
True
the _______ aspect of negotiation is often ignored by negotiators, who fixate on the ________
aspect of negotiation, driven by the fixed-pie perception.
creative; competitive
(Competitive negotiators tend to fall back on fixed-pie perception)
a person’s theory about cause and
effect for a particular situation
mental model
(describing the negotiators theory of how particular situations fold out. How you view the situation as a negotiator.. (ex: 5 different people can look at the same thing and have different perspectives on it))
Negotiators’ mental models shape their _______ and affect
the ________ of negotiation.
behavior; course
What are the 5 popular Mental Models? Which is the most common?
- Haggling (most common)
- Cost-Benefit Analysis
- Game playing (ppl enjoy negotiating)
- Partnership
- Problem-solving
mental model where each negotiator tries to obtain the biggest share of the bargaining zone via a RAPID EXCHANGE of offers.
haggling
(ex: a yard-sale)
T or F: The haggling model is based upon a fixed-pie perception of negotiation.
True
Which mental model sees negotiation as a rational, decision-making model in which they attempt to maximize their returns; negotiators calculate the odds of each decision they might make.
cost-benefit analysis
(ex: your ROI)
Which mental model of negotiation elevates the mental model of negotiation to a battle of wits between two or more highly intelligent people?
Game playing
(ppl that enjoy negotiating)
T or F: In game playing, each person has their own interests in mind.
True
Which mental model of negotiation is where negotiators believe
that it is important to build rapport to nurture a long-term relationship and make sacrifices in the effort to create goodwill?
Partnership
(very similar to cooperative, integrative personality; this model is embraced by companies and negotiators who treat their clients as partners)
T or F: People interested in long-term relationships are willing to concede to get something done
True (partnership model)
Which mental model of negotiation is where negotiators sit on the same side of the table and attempt to solve a puzzle together?
problem-solving model
The problem-solving model focuses on the ________ or ________
aspects of the task and involves a great deal of creativity, reframing, and out-of-the-box thinking.
collaborative; cooperative
(strong integrative negotiators)
T or F: A good negotiator can do all of these mental models in the right situation.
True
Negotiators who reach win-win outcomes have mental models that are more (similar to/different from) one another than do negotiators who fail to reach win-win outcomes
similar to
To the extent that negotiators have a high ability to think _______, from a _______ perspective, are better at
exchanging the information necessary to create ________
agreements.
abstractly; different; integrative
What are 7 characteristics of highly creative negotiations?
- Fractionate single-issue negotiations into multiple issues.
- Find possibilities in patterns (help you predict the future)
- Expand the pie
- Create bridging solutions (ex: CVS/DocBox)
- Reduce the counterparty’s costs
- Nonspecific compensation agreement
- Contingent contracts bridge differences of opinion between
negotiators regarding future events.
one negotiator receives what they want and the other is compensated by some method that was initially outside the bounds of the agreement
Nonspecific compensation agreement
In many business negotiations, contingent contracts (CC) are
either ignored or rejected for several reasons. These are the main 2:
- May be seen as a form of gambling
- They appear to be a good idea, but how to formalize and act upon them is an enigma.
T or F: You should avoid haggling
True
What are 3 benefits of using contingent contracts?
- Save face
- Build trust
- Reduce risk through risk sharing
T or F: Contingency contracts allow negotiators to build on their differences, rather than arguing about them. Do not argue
over the future. Bet on it.
True
While ________ and _________ can be barriers to effective agreements, contingency contracts use these biases to create a bet.
overconfidence; egocentrism
(Contingency contracts allow negotiators to manage decision-making biases.)
Contingency contracts allow negotiators to diagnose the _______ of the counterparty. When one party makes a claim that the other party does not believe, a bet can be created to protect a negotiator against the lie.
honesty
T or F: Contingency contracts allow negotiators to increase the incentive of the parties to perform at or above contractually specified levels. Contingency contracts should be specifically considered when the motivation of one of the parties is in
question.
True
What are the 3 criteria for assessing the viability of contingent contracts in negotiation?
- Continued interaction (about the situation)
- Enforceability
- Agree upfront on clear, specific measures
Personalized, bilateral negotiation skills training with ______ & built in ______ periods post negotiation help improve negotiators ability to negotiate.
feedback; reflection
Negotiators with _______ goals develop greater understanding of their counterparty’s interests and reach more integrative agreements
learning
(a way to improve a negotiator’s ability to negotiate)
What are 2 ways negotiators may improve their ability to negotiate?
- study deep-level, structural
comparisons between various negotiation situations have
more success transferring those learnings - Reflective thinking (about past negotiation situations)
The rational problem-solving model describes 4 deliberate and systematic steps for solving a problem:
- Understand the problem
- Devise a plan
- Carry out the plan
- Look back and reflect on knowledge takeaways
What are the 4 rules of brainstorming that help push for
higher quantity and thus a higher likelihood of quality ideas?
- Express any idea
- Don’t criticize
- Generate as many ideas as possible
- Modify and extend the ideas suggested
Effective negotiation requires _______ thinking and negotiators’ _______ models influence their negotiation behavior.
creative; mental
T or F: Creative negotiations involve fractionating problems into
several, simpler parts, pattern-finding, finding differences
to exploit, expanding the pie, bridging, cost cutting,
nonspecific compensation, and structuring contingent
contracts.
True
