Neg Ch4 Flashcards
Anther name for win win
Integrative negotiation
What makes a good integrative negotiation
Bringing in multiple issues
Making side deals
I got difference in preferences
What are the three levels of integrative negotiations
1) mutual settlement positive bargaining zone
2) settlement demonstrably superior to othe feasible settlements
3) Pareto-optimal
Level 1
Exceeds both parties no agreement possibilities or reservation points. Value is created by being better than BATNA
Level 2
Agreement is better for both parties than feasible in other negotiated agreements.
Level 3
No other feasible agreement exists that would improve one party’s outcome while simultaneously not hurting then other persons.
False conflict problem
When two parties think their problems are different when they really wAn the same things.
Fixed pie perception
Belief that the other party’s interests are directly and completely opposed to ones own interests.
Lose lose effect
Failure to capitalize on compatible interests and this reach a suboptimal agreement
Strategies that don’t really work
Commitment to reaching a win win deal Compromise Focusing on a LT relationship Adopting a cooperative orientation Taking extra time to negotiate
Pie expanding strategies
Perspective taking
Ask questions about interests and priorities
Provide info about your interests and priorities
Unbundle the issues
Make package deals not single issue offers
Make multiple offers of equivalent value simultaneously
Be aggressive in anchoring
Gain better information about the other party
Be persistent and persuasive regarding the value of an offer
Overcome concession aversion
Structure contingency contracts by capitalizing on differences
Differences in valuation
Differences in expectations
Risk attitudes
Time preferences
Capabilities
When capitalizing on differences you ha r contingency contracts have 4 things
1) not create a conflict of interest
2) hours be enforceable
3) clear, measurable, and ready evaluated, no ambiguity
4) continued interaction between parties
PreSS
Presettlement settlements.
1) formal, binding obligations
2) partial, not all issues are resolved
3) initial, intend to be replaced by a formal agreement
What is a post settlement settlement?
You come up with an agreement but you continue to explore other options o try and improve the agreement.
What is the process of making an integrative negotiation
Resource assessment Assess differences Construct offers and trade offs Current. Best terms Then either impasse, implement agreement or go back to step one.
