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Negotiation > Distributive Negotiations > Flashcards

Distributive Negotiations Flashcards

1
Q

ADR

A

Alternative Dispute Resolution

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2
Q

Alternative Dispute Resolution (ADR)

A

Any means of settling disputes
outside of the courtroom

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3
Q

Assertiveness

A

power tactic that involves using a direct approach to push your own agenda and/or attack the other party’s position.

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4
Q

distributive negotiation

A

achieve an efficient compromise by focusing on the distribution of outcomes

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5
Q

Distributive negotiation is essentially

A

a contest to see who gets the biggest share

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6
Q

Mixed-motive bargaining

A

when the negotiating agenda has significant elements of conflict and potential for integration

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7
Q

component of leverage or power 1

A

benefits the negotiator brings to the table

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8
Q

component of leverage or power 2

A

counterpart’s BATNA

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9
Q

Tactics

A

specific behaviors used by a party in a negotiation

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10
Q

tactics in distributive negotiations

A

tend to be more direct and assertive because there is little emphasis on the relationship between the parties.

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11
Q

Rationality

A

involves the use of reason and logical presentation of facts or data

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12
Q

Ingratiation

A

involves being friendly to the other party to get him to like you

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13
Q

Coalition building

A

obtaining the support of and forming an alliance, there is strength in numbers, when you don’t have enough influence on your own.

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14
Q

Exchange

A

Dependes each party having something to offer that the other party wants.

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15
Q

Upward appeal

A

obtaining support for your position from people in higher positions of authority

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16
Q

Imposing sanctions

A

use of coercive power to achieve the desired results

17
Q

tactic for changing the balance of power in a negotiation 1

A

improve the quality of your own BATNA

18
Q

tactic for changing the balance of power in a negotiation 2

A

decrease the quality of the other party’s BATNA

19
Q

tactic for changing the balance of power in a negotiation 3

A

decrease your value of the other party’s contribution

20
Q

decrease your value of the other party’s contribution 4

A

increase the value of your contributions

21
Q

highball/lowball

A

where one party makes an extreme opening offer in an attempt to throw the other party off balance

22
Q

Bluffing

A

going head to head with the other party to see who will back down first, exaggerating your position or even making false threats

23
Q

Intimidation

A

engaging in aggressive behavior, it may involve name-dropping to imply a closer relationship with those in power

24
Q

bogey

A

including issues in your opening offer that are really not important to you, but give you something to trade later

25
Q

nibble

A

asking for additional small things after negotiation has begun or even reached tentative agreement on the main issues

26
Q

Overwhelming the other party with information

A

providing the other party with so much information that she is left feeling distracted and overwhelmed so she will agree to whatyou want just to avoid wading through all the information

27
Q

Good cop/bad cop

A

It is rooted in the scenario of two police officers trying to convince a suspect to confess.

28
Q

prevented

A

Many times the use of hardball tactics can be _______ altogether by befriending the other party early in the negotiation

29
Q

Ignoring

A

a hardball tactic can neutralize its effect

30
Q

discuss

A

it may be necessary to ____ the behavior and establish ground rules for behavior during the negotiation

31
Q

respond

A

respond with a hardball tactic of your own

32
Q

information sharing

A

In integrative negotiations, it is a crucial component in the creating value stage where it is necessary to identify alternatives for meeting the needs of both parties

33
Q

Claiming value

A

To obtain as much of the settlement range as possible.

34
Q

Concessions

A

What you give up in a negotiation

35
Q

Impasse

A

When the parties to a negotiation cease to make progress toward a settlement.

36
Q

Leverage

A

The amount of power a negotiator has in a negotiation

37
Q

Logrolling

A

Making concessions on issues that have a low priority to you in return for gains on issues that have a higher priority.

38
Q

Tentative agreement/TA

A

An indication that the parties agree on a particular issue in anticipation of reaching an agreement on all issues involved.

39
Q

Winner’s curse

A

The feeling that you could have done better in a negotiation

Negotiation (13 decks)

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