CLASS 2 Flashcards
What are the types of nego
- Competitive: i win you lose
- Distributive: win-win
- Cooperative or integrative: i win you win, look for a solution that satisfy both
What are the relationship between negotiaros?
- Dependent (you can push the other party)
- Interdependent
- Independent (you can reject the other party)
What is BATNA?
Best Atlternative to a Negotiated Agreement
What are the characteristics of a strong BATNA?
- Confident
- Solid
- Won’t second guess yourself
- Give more independence
A negotiator must be confident to…
to move back and forth and contstantly adjust their position
What is the principle of reciprocity?
I give you a concession because I want sth in return
Concession: never accept…
A concession you never want
Concession: I I agree on sth I dont want…
The other person will pressure me to do it regardless
Concessions: You should stuck to your first offer giving value to it….
Explaining benefits, convince the other party
Concessions must make the other party…
Being validated
Describe honesty dilemma
The easiest one, maintain secrets (honest about needs, but maintaing your secrets)
Concessions: poor concessions pressure the other to give something bac
Describe trust dilemma
Act in a nego according to your trust levels, subjective, you can really control
1. reputation: bad repu = not trust
2. pressure: + pressure = wont trustable
3. experience: how confortable they are negotiating with you
T o F: Honesty and trust dilemma goes against each other
TRUE
What is Create Value?
Making the pie bigger, work together to obtain the best agreement to create value between negotiators
What is Claim Value?
Cutting the pie. On both, in integrative or distributive, we always claim value
What are the Differences in Create Value?
Differences in interested
Differences in judgments about future
Difference risk tolerance
Difference in time preference
What goes first, create or claim value?
Create before claiming value
What is the concept of Conflict?
Perceived divergence of interest or belief between parties that can be obtain simultaneously
What are the types of conflict?
- Intrapersonal
- Interpersonal
- Intragroup
- Intergroup
What are the Dysfunctions of Conflict?
- Cometitive, win-lose mindset
- Misperceptions and bias
- Emotionality
- Rigid commitments
- Blurred issues
- Decreased communication
- Magnified difference, minimize similarities
- Escalation of the conflict
Conflicts are opportunities to…
Set boundaries or change for better
What are the functions/benefits of conflict?
+ aware and cope with problems
organizational change and adaptation
strengthen relations and high moral
promotes self awareness and others
enhance personal develop
encourages psycho develop
stimulating and fun
Describe the dimensions in the Conflict Diagnostic Model
- Issue in question
- Size of stake (what lost and won)
- Interdependence in parties
- Continuity interaction
- Structure of parties
- Involvement of third parties
- Perceived progress of conflict (equal or unequal balance)
The Dual Concept Model
- Yielding: dont care my outcome, but the relationship
- Inaction: dont care about outcome and relationship
- Compromising: care about outcome but not to solve the problem
- Contending: care my outcome, not relationship
- Problem solving: care about outcome and relationship
What are the styles of handling interpersonal conflict?
- Integrative ( problem solving)
- Obliging (yielding)
- Dominating (contending)
- Avoiding (inaction)
- Compromising (compromising)
What are the elements of a negotiation process?
- managing interdependence
- Engage mutual adjustment
- Creating or claiming value
- Managing conflict: opportunity
What are the steps of effective planning?
- Understand the nego process
- Know your goals
- Research
- Knowledge of the other party
What is distributive bargaining?
Nego type where a win of a party is the loss of the other
What are the reasons to understand Distributive Bargaining?
- Negotiators have some interdependence
- Know distributive tactics
- Every nego require distributive bargaining skills
How is distributive and integrative divided into a negotiation?
Starts with distributive (claim value) ends with integrartive (create value)
What is a Target Point - Aspiration?
Optimal goal in a negotiation
What is a Resistance Point - Reservation?
The minimum goal you are willing to accept
What is the asking price?
The initial price the seller ask
What is the initial offer?
The number the buyer might give
What is ZOPA?
Zone of potential negotiation agreement
When does ZOPA happen?
Happens between the resistance points
Where should be the BATNA in ZOPA?
Below the resistance point
What is WATNA?
Worst alternative to a negotiated agreement
What are the objectives of the settlement point and the bargaining mix?
- Reach settle within a positive bargaining range
- Reach settle as close as the other party resistance point
- Bargaining mix is packet of issues of nego
