Exam

Question 0

What does explicit language create?

Answer 0

Mutual knowledge

Question 1

What is language? In context to negotiation/conflict management?

Answer 1

Language is a window into human nature

Question 2

What do inuendos create?

Answer 2

Individual knowledge (not productive)

Question 3

What are the 2 tasks of language?

Answer 3

1. Convey content

2. Negotiate a relationship

Question 4

What should negotiation focus on?

Answer 4

Fostering relationships

Question 6

What are the relationships types and how do they relate to the negotiation strategies?

Answer 6

Reciprocity = Harvard method 
Communality = friends/family (not Harvard)
Dominance = Not Harvard

Question 7

What is NOT the Harvard method?

Answer 7

1. Haggling over positions

2. Soft and Hard method (“Good cop, bad cop”)

Question 8

What is the goals of the Harvard method?

Answer 8

1. Satisfy both parties
2. Efficiency of approach
3. Preserve, maintain and improve relationships between parties

Question 9

What is the Meta Approach to negotiations?

Answer 9

Common questions, however the answers differ depending on location/culture.

Question 10

What are the 5 fundamental questions worldwide?

Answer 10

1. How do I get the other party to make the concessions necessary to reach my desired end point?
2. How should I evaluate the outcome of a negotiation?
3. Why did this event occur?
4. How do I get the information I need about the other partys interest and priorities without giving up too much information about my own interests, therefor making myself vulnerable.
5. How do we manage conflict?

Question 11

What are the big 5 personality traits?

Answer 11

1. Openness (open for emotion, adventure, curious)
2. Conscientiousness (aim for achievement, self discipline)
3. Extroversion (positive emotions, meeting other people)
4. Agreeableness (being compassionate, interested in others)
5. Neurotic (emotional stability (negative emotions, depression etc.)

Question 12

What is the use of the 5 personality traits in negotiation?

Answer 12

To understand who you are negotiating with.

Question 13

Which area of study does negotiation belong to?

Answer 13

Organizational Behaviour

Question 14

2 top level ways to deal with conflict

Answer 14

1. Reactively (litigation, courts, written warnings)

2. Proactively (mediation/arbitration)

Question 15

3 ways to solve conflict (and what type are they)

Answer 15

1. Litigation (Reactive - not ADR) - binding, public
2. Mediation (Proactive - ADR) - non-binding, private, structured
3. Arbitration (Proactive - ADR) - binding, private

Question 16

Types of Mediators

Answer 16

1. Substance orientated - similar to “parent-child relationships”. Involved in the entire process - try to push their ideas on the negotiating parties
2. Process orientated - Re-establish inter-party discussions, allow advocates to determine what is best for themselves
3. Relationship orientated - Encourage participant deliberations and decision making. Try to empower all partis involved.

Question 17

Advantages/Disadvantages of Mediation?

Answer 17

Advantages

1. one on one conversations
2. High rate of settlement (over 75%)
3. Lower costs
4. No loss of face
5. Confidential

Disadvantages

1. Agreement is not enforceable
2. Does not contribute to certainty of justice beyond the case

Question 18

4 Basic Concepts of the Harvard Method

Answer 18

1. Individual + problems are dealt with separately
2. Interest not positions are top priority
3. Possibilities are developed before decisions are taken
4. Results based on objective criteria

Question 19

The 3 concepts/requirements of man (and linked to Harvard method)

Answer 19

1. Thinking -> Interests
2. Feeling -> Relations
3. Volition -> Positions

Question 20

Negotiating Model (Stages)

Answer 20

Stage 1: Interests -> Preparation Phase
Stage 2: Possibilities -> Debating Phase
Stage 3: Criteria -> Proposal Phase
Stage 4: Obligations -> Bargaining Phase

Question 21

Stage 1 (Negotiating model)?

Answer 21

Stage 1: Interests -> Preparation Phase

- small talk - building trust among parties

Question 22

Stage 2 (Negotiating model)?

Answer 22

Stage 2: Possibilities -> Debating Phase

- creates scope for negotiation, widen and combine interests

Question 23

Stage 3 (Negotiating model)?

Answer 23

Stage 3: Criteria -> Proposal Phase

- solutions are proposed, brainstorming for bargaining, determine criteria

Question 24

Stage 4 (Negotiating model)?

Answer 24

Stage 4: Obligations -> Bargaining Phase

- The objective of negotiations, must stick to offer (cannot go back), agreement is found.

Question 25

Separation of individual and problem

Answer 25

Subject Matter -> Level of thinking -> Proper communication | Individual -> Level of Feeling -> Maintenance of Relationship

Question 26

Checking for Alternatives (main points)

Answer 26

Be aware of all alternatives (for both sides) - in the case negotiations break down. Know the minor, major and deal breaker points.

Question 27

Separate subject matter + procedure

Answer 27

Playing w/ tricks vs changing procedure | Have a discussion about the procedure before negotiations

Question 28

Checklist for a good preparation

Answer 28

Questions in Interests, Possibilities, Criteria, Communication, Relationship, Obligations, Alternatives.

Question 29

Examples of objectives (tactics/techniques)

Answer 29

1. Extreme demands - Disclose tactics or ask about proper justification. 2. Additional demands - Disclose tactics or break off negotiation and consider if and how to proceed 3. Personal Attacks - Express concern about the situation and ask them to repeat it (won't happen again) 4. The opposite side uses threats - Ignore the threats or consider them to be irrelevant.

Question 30

Orange Case (set of facts and outcome)

Answer 30

1. Set of Facts - Two girls are fighting over an orange - Father takes the orange and cuts it in half - Both girls are still upset 2. Outcome - As it turns out, each girl wanted a different part of the orange (fruit for eating and peel for cake) - Father DID NOT take interests into account

Question 31

Real Case (set of facts and outcome)

Answer 31

1. Set of Facts Paul negotiating his new position (salary, responsibilities) 2. Outcome Based on the previous managers salary and Paul's personal issue (lives far away from the store)

Question 32

Hansen Case (set of facts and outcome)

Answer 32

1. Set of facts • Company Polluted the environment against the law, because they had no filter • CEO tried to convince the board to avoid polluting but they didn’t accept. • The CEO tried to avoid it but there was no money available, so he omitted the decision and the waters were polluted. • The government sue the company and the CEO directly. 2. Legal consequences Question: Is the CEO responsible? • Even if you try to change something, you are liable (responsible) for your actions. • It is not enough to try to avoid the problem, you have to be successful Outcome: attempts do not count, but the result is the important. Hansen had 2 possible choices: - Stop the production of the company - Resign his job