Lecture 6-part: negotiation Flashcards
1
Q
claiming value
A
-positive bargaining zone
2
Q
creating value - methods
A
- negotiate multiple issues simultaneously
- contingent contracts/bets
- divide risk
- post settlements settlements (PSS-> after initial negotiation)
- pareto superior agreement ( involves third party, can be down while the initial negotiation)
3
Q
Behavior prediction
A
-game theory
- decision analytic approach
- > we need to know BATNA and position to predict behavior
- perspective taking -> NOT same as empathy
- > essential management skill
4
Q
preferential treatment
A
-undermine third party
5
Q
low self esteem
A
- heighten prejudice
- lower relationshio satisfaction
6
Q
low? prejudice
A
- negative group interaction
7
Q
relationship context
A
-competitive
8
Q
Power
A
- BATNA -> best alternative to negotiated agreement -> most important source of power
- > possibility of anchoring
- > can limit motivation
- info the person has
- status -> more value for the same offer
- social capital -> social networks
- > more status
- > better/more BATNA
- > weak ties -> u communicate not that much, but once activated very useful
9
Q
lower power distance cultures
A
-BATNA is less important
10
Q
Biases
A
- overestimation of own value ->
- fixed pie assumption
- incombatibility bias
- endowment effect
- escalation of conflict
- anchoring
- framing effect
- self serving bias -> think u are a fair person etc
11
Q
other factors
A
- culture
- gender
- motivation
