Intro Flashcards
Where there is negotiation there is also the possibility of
conflict
there is the possibility of conflict because
the parties involved have different needs.
good negotiation skills can result in
greater success when representing your employer
characteristics of negotiation
○ must have two or more parties.
○ there must be a conflict of interest.
○ you should expect a better outcome as a result of the negotiation.
○ parties prefer mutual agreement
○ there is an implied quid pro quo
○ involve both tangible and intangible components.
negotiation must have
two or more parties
there must be a
conflict of interest
a better outcome
should be expected as a result of the negotiation
mutual agreement
parties prefer it as opposed to giving in
there is an implied quid pro quo
both parties need to be willing to give something to get something
tangible and intangible
are both involved
interdependence
they are neither completely dependent nor completely independent
Issues
specific terms you actually negotiate and are generally the first thing that we think of when we anticipate negotiating.
Interests
what you hope to accomplish
negotiate
to arrange for by discussion and settlement of terms.
Conflict
a fight, battle, or struggle; a controversy or quarrel;
discord of action, feeling, or effect; or incompatibility or interference.
Intrapersonal conflict
conflict a person feels within themself
Interpersonal conflict
conflict between two people
Intragroup conflict
conflict within a group
Intergroup
conflict between two groups
Identify
potential interests and issues involved.
potential interests and issues involved.
prioritize them
consider
your alternatives
plan
what you will say
Anticipate
what the other party will say and how she will react to your
proposal
