Forelæsning 5

Question 1

When is negotiation important?

Answer 1

1. When power position is low.
2. Trust level is high
3. Time is available.
4. Commitment exists

Conflict can arise when negotiating due to different needs, wants, aims and beliefs.

Question 2

Types of conflict

Answer 2

Task related conflicts and emotional conflicts.

Task related: when two parties are unable to move forward on a task due to differing needs, behaviors or attitudes.

Question 3

Two types of negotiations

Answer 3

Distributive and Integrative

Question 4

Distributive Negotiation

Answer 4

Adversarial negotiation in which the parties in conflict compete to win the most resources while conceding as little as possible.

Back and forth exchange of offers.

Question 5

Integrative Negotiation

Answer 5

A win-win negotiation in which the agreement involves no loss to either party.