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Negotiations > Module 2 Quiz > Flashcards

Module 2 Quiz Flashcards

Chapters 4, 5, 6

1
Q

What are the 10 steps to prepare for a negotiations?

A
  1. Define the negotiating goal
  2. Define the major issues related to achieving the goal
  3. Assemble he issues, ranking their importance, and define the bargaining mix
  4. Define the interests
  5. Know your BATNAs
  6. Know your limits, including your RP
  7. Analyze and understand the other’s goals, issues, and RPs
  8. Set your own targets and opening bids
  9. Assess the social context of the negotiation
  10. Present the issues to the other party - substance and process
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2
Q

What are some effects goals have on strategy?

A

Direct or indirect
Goals determine distributive bargaining strategy or integrative negotiation strategy

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3
Q

Describe the difference between strategy and tactics.

A

Strategy - bigger and broader
Tactics - Short-term moves that enact strategies

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4
Q

Describe different types of goals negotiators may have.

A

Concrete, specific, measurable
Substantive (tangible)
Psychological (intangible)
Procedural (related to how we reach agreement)

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5
Q

What are the differences between accommodation, competition, and collaboration?

A

Accommodation - lose/win strategy; used in developing relationships
Competition - win/lose strategy; used if relationships aren’t important
Collaboration - win/win strategy; used if relationship is important in the future

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6
Q

Why is defining issues and ranking their importance important in negotiation?

A

Long lists of interests make success more likely
Determines the bargaining range for issues, and determines if interests can be added/subtracted from one another

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7
Q

What is the negotiator’s dilemma?

A

Choosing between distributive or integrative strategies

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8
Q

Explain why defining interests is important in negotiating

A

Helps surface values, needs, and principles
Essential to understanding other side’s interests

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9
Q

How does your BATNA affect negotiation?

A

Allows you to establish your alternatives and limits

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10
Q

Explain the term ethics.

A

Ethics - broadly applied social standards for what is right/wrong in a particular situation, or a process for setting those standards

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11
Q

Morals

A

Individual and personal beliefs

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12
Q

What are end-result ethics?

A

The rightness of an action is determined by evaluating the pros and cons of its consequences, where actions are more “right” if they promote more happiness and more “wrong” if they produce unhappiness

Utilitarianism - the greatest amount of good to the most amount of people

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13
Q

What are duty ethics?

A

The rightness of an action is determined by an obligation to adhere to principles, laws, and social standards that define what is right, wrong, and where the line isS

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14
Q

What are social contract ethics?

A

Rightness of an action is based on customs and norms of a particular community

“Everyone does it” mentality

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15
Q

What are personalistic ethics?

A

The rightness of an action is based on one’s own conscience and moral standards

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16
Q

What is ethics?

A

Appropriate as determined by some standard of moral conduct

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17
Q

What is prudency?

A

Wise, based on trying to understand efficiency of tactic and consequences it might have on relationship with the other

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18
Q

What is practicality?

A

What a negotiator can actually make happen in a given situation

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19
Q

What is legality?

A

What the law defines as an acceptable practice

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20
Q

What does “ethically ambiguous” mean?

A

Actions that may or may not be improper, depending on an individual’s ethical reasoning and circumstances

Decisions that people make are open to interpretation by different people

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21
Q

What tactics are generally acceptable in negotiating?

A

Traditional competitive bargaining
Emotional manipulation

22
Q

What tactics are generally unacceptable in negotiation?

A

Misrepresentation
Misrepresentation of your opponent to their networks
Inappropriate information gathering
Bluffing

23
Q

What is deception by omission?

A

Failing to disclose information that would benefit the other party

“If they don’t ask, I don’t tell”

24
Q

What is deception by commission?

A

Outright lying about an issue

25
Q

What are 2 consequences of unethical conduct in negotiations?

A

Reactions of others
Reactions of self - moral identity

26
Q

4 common justifications for using deception

A

Tactic was unavoidable
Tactic was harmless
Tactic will help avoid negative consequences
“He was going to do it anyway, so I did it first”

27
Q

3 ways to deal with other party’s use of deception

A

Ask specific question
Force other party to lie to your face
Label the tactic

28
Q

What is perception?

A

The process by which individuals connect to their environment, by ascribing meaning to messages and events

Attention - Recognition - Translation

29
Q

4 common perceptual distortions:

A

Stereotyping
Halo effect
Selective perception
Projection

30
Q

What is stereotyping?

A

Occurs when a person assigns attributes to another solely on the basis of the other’s social or demographic category

31
Q

What is a halo effect?

A

Occur when people generalize about a variety of attributes based on knowledge of one attribute

32
Q

What is selective perception?

A

Occurs when perceivers single out supporting information that confirms their own beliefs

33
Q

What is projection?

A

Occurs when people assign to others the characteristics or feelings that they possess themselves

34
Q

What is an irrational escalation of commitment and how do you fight it?

A

Cognitive bias that involves making decisions that stick with a failing course of action

Use an advisor to serve as a reality check

35
Q

What is a mythical fixed-pie belief and how do you fight it?

A

Cognitive bias that assumes all negotiations involve a fixed pie

Focus on underlying interests of a negotiation

36
Q

What is anchoring and adjustment and how do you fight it?

A

Cognitive bias that relates to the effect of the standard against which subsequent adjustments are made during negotiation

Use devil’s advocate and prepare beforehand

37
Q

What is the availability of information and how do you fight it?

A

Cognitive bias that is caused by availability of information or how easy information is to retrieve

Check everything for accuracy and present information clearly

38
Q

What is the Winner’s Curse and how do you fight it?

A

Cognitive bias that is the tendency to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily

Prepare adequately to prevent making an offer that is unexpectedly accepted

39
Q

What is overconfidence and how do you fight it?

A

Cognitive bias that is the tendency to believe that a negotiator’s ability to be correct or accurate is greater than actually true

Don’t always suppress confidence or optimism

40
Q

What is the law of small numbers and how do you fight it?

A

Cognitive bias that negotiators learn and extrapolate from their own experiences

Remember that if you have less experience, you may use it poorly in the future

41
Q

What are self-serving biases and how do you fight them?

A

Cognitive bias that people often explain another’s behavior by making attributions (internal or external)

Be aware and use a reality check

42
Q

What is the endowment effect and how do you fight it?

A

Cognitive bias that tends to overvalue something you own or believe you possess

43
Q

What is ignoring others’ cognitions and how do you fight it?

A

Cognitive bias that fails to consider other party’s cognitions and allows negotiators to simplify their thinking about otherwise complex processes

Focus on forming accurate understanding of other’s interests, goals, and perspectives

44
Q

What is reactive devaluation and how do you fight it?

A

Cognitive bias that devalues the other party’s concessions simply because the other party made them

Maintain an objective view of the negotiating process

45
Q

What is framing?

A

A subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions

46
Q

What are the 3 ways to frame negotiations?

A

Interests, rights, power

47
Q

How does framing by interest affect negotiation?

A

People are concerned about what they need, desire, or want
Involves probing for concerns, devising creative solutions, and making trade-offs and concessions where interests are opposed

48
Q

How does framing by rights affect negotiation?

A

People are concerned about who is “right” and rely on independent standards with perceived legitimacy or fairness to determine
Reaching agreement can be difficult - most turn to a 3rd party

49
Q

How does framing by power affect negotiation?

A

Often about imposing other types of costs, people are concerned about having the ability to coerce someone to do something they would not normally do
Relationships of mutual dependence - questions of who is more powerful turns on who is less dependent on the other

50
Q

Which framing technique is the best?

A

Focusing on interests tends to result in lower transaction costs, greater satisfaction with outcomes, less strain on relationship, and less recurrence of disputes

Negotiations (3 decks)

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