CLASS 1 Flashcards
Negotiation is a….
Tool for life, for everything
What do negotiations have to understand?
Needs and benefits from both parties
Why do we negotiate?
Because humans live in society with problems
why do we need negotiation?
share a limit resource
to create sth neither both parties can do
problem solving
What are the ways to solve a conflict?
Negotiation
Mediation
Arbitration
Legal system
Why nego is so common
No extra people
No straight process
Organic and natural
Dynamic (no structure)
Informal
What are the characteristics of a negotiation?
2+ parties
Exist conflict
Voluntary no forced
Interdependence
No authority
Give and take (principle of reciprocity)
Flexible
Tangible and intangible (tangible are more important
WINNING FEELING GOES AGAINST LOGIC
HARDEN A CONFLICT: THINGS THAT INCREASE WINNING FEELING
Rivarly
Time pressure
Spotlight
Lawyers
What are the 3 basic concepts in negotiation
- Process in time: Past (conflict), Present (nego) Future (effectiveness of an agree)
- Consensus: reach an agree on tangi and intagi, protect the feelings
- Synergy: the agree surpass the expec
What are the types of nego by CRITERIA?
By people
By participation
By topic
By status or hierarchy
By humanity
By origin
By communication
By method
By people criteria:
Individual / group
By participation criteria
direct (me) or indirect (lawyer)
By topic criteria
Politics, business, techincal, personal
By status/hierarchy criteria
Horizontal, vertical and diagonal
By humanity criteria
Problematic/manipulative: when have a winning sense
Friendly/honest: reach better outcomes
