Final Flashcards
Negotiation is
A fact of life
A means by which people deal with their differences
A basic means of getting what you want from others
Definition of positional bargaining
Most common form of negotiation. Taking position takes useful purpose in negotiation
Judging any method of negotiation- any method of negotiation may be fairly judged by 3 criteria:
It should produce a wise agreement
It should be efficient
It should improve or at least not damage the parties relationships
Positional Bargaining is the most common form of bargaining. Taking positions serves some useful purpose in negotiation
Tells the other side what you want
Provides and anchor
Can produce an acceptable agreement
What are the 2 types of positional bargaining for negotiation
Soft and Hard
A soft positional negotiator readily makes —- in an attempt to avoid —- but may feel ——, dissatisfaction for the outcome, and may have difficulty articulating rational basis for the concession after the fact. A soft positional bargainer May also try to be nice or —- while not contributing significantly to a fair creative solution
Concessions
Conflict
Exploited
Friendly
A hard negotiator sees the situation as a —-
Competition (contest of wills) win lose
Some of the disadvantages of positional bargaining are that it ——- because it creates incentives that stall the negotiation process, and it endangers the — between the parties and prevents them from jointly deciding a solution
Interferes with reaching a settlement quickly
Relationship
What is a wise agreement
A wise agreement can be defined as one that meets the legitimate interests of each side to the extent possible, resolved conflicting interests fairly, is durable, and takes community interests into account
What is the third strategy to negotiation described in the book getting to yes
Principled Negotiation, or Negotiation of the Merit
The process of principled negotiation or negotiation on the merits is described as
Deciding issues on the merit
Avoiding haggling process of what each side will do or won’t do
Look for mutual gain
Handle conflicts of interest by basing on fair standards
Obtain what you are entitled to and still be
The 4 elements of principled negotiations are
Separate the people from the problem
Focus on people not positions
Invent options for mutual gains
Insist on using objective criteria
Good negotiators understand 3 basic people problems
Perception
Emotion
Communication
The problem with negotiations lies in conflict between each side’s needs, desires, concerns, and fears of their ——
Interest
During negotiations, identify their interests and ask yourself “——-“ bu putting yourself in their
Why and why not
Shoes
A key is I dealing with people problems is before they become problems by
Building a working relationship
Work to address and attack the problem
Change the negotiation dynamics by suggesting side by side orientation instead of face to face
Positions are (positions vs interests)
The things you want, demands, terms and conditions
Interests are (terms and conditions)
The underlying motivations, needs and concerns, and fears and aspirations
How do you invent options for mutual gain
Diagnose the problem
Then solving the problem
During the process of inventing you should
Separate the act of inventing from deciding. Broaden you options. Look for mutual gain. And make their decision easy
Obstacles of inventing options
Premature judgment
Looking for a singular answer
Believing that the process is one fixed pie
And that solving their problem is not yours to solve
During the process of inventing options and brainstorming, it is best to
Sit side by side, clarify ground rules, record ideas in full view, and Star the most promising ideas
Why insist on using objective criteria?
The more you insert standards of fairness, efficiency, or scientific merit, the more likely you will produce a wise and fair agreement
Fair standards include
Market value Precedent Scientific judgement Efficiency Costs
Fair procedures include
Coin flips Cut and choose Drawing lots Taking turns Letting 3rd party decide
What if they are more powerful? In response to power, the most any method of negotiation can do is to meet 2 objectives
To protect you against making a deal you shouldn’t
To help make the most of the assets you do have so that any agreement you reach will satisfy your interests as well as possible
The reason you negotiate is to produce something better than the result you can obtain with out negotiating. You can judge whether you are producing something better through negotiation by knowing your ——
Batna
If you have not thought carefully about what you will do if you fail to reach agreement, you are
Negotiating with your eyes closed
The better your —— the better your power. The relative power of 2 parties depends primarily upon how attractive to each is the option of not reaching agreement
Batna
The stronger the other side appears in terms of physical or economic power, the more you benefit by negotiating on the —-
Merit
