Neg Ch5 Flashcards
Motivational style (3)
Individualistic
Competitive
Cooperative
Characteristics of cooperative people
1) Avoid concentrating too much on bottom line-develop aspirations
2) develop BATNA
3) get an agent and delegate negotiation wk
4) bargain on behalf of someone else
5) create an audience
6) say you will have to do better than that because
7) insists on commitments not just agreements
Characteristics of competition people
1) think about pie expansion
2) ask more questions than you think you should
3) rely on standards
4) hire a relationship manager
5) be scrupulously reliable
6) do not haggle when you can negotiate
7) always acknowledge #2 and protect their self esteem
How to refocus on opponents interests from rights and power to interests
Myth of hard bargainer Don't lose sight of your interests Social comparison can cause breakdowns in negotiation Use reinforcement to shape behavior Power of reciprocity Anticipate motivational style Motivational convergence-strategy changes Epistemic motivation
Three ways of disputing
Interests
Rights
Power
Personal strategies
Do not reciprocate Provide opportunities to meet Don't get personal: use self discipline Use behavioral reinforcement Send a mixed message. Try a process intervention Let's talk and ten fight Strategic cooling off period Paraphrasing Label the process Structural strategies Put the focus on interests Loop backs to negotiation Provide low cost rights and power backups
When to use rights and power
1) #2 refuses to come to the table
2) negotiations broke down and parties are at an impasse
3) the other party needs to know you have power
4) someone violated a rule or breaks the law
5) interests are so opposed that agreement is not possible
6) social change is necessary
7) negotiators are moving twd agreement and parties are positioning
How to use rights and power
Threaten #2 interests
Clarity
Credible
Do not burn bridges
How to threaten
After you threaten, you lose your power and ability to influence
1) state a specific detailed demand and deadline
Specific detailed credible at
State positive consequence of met
Genuine emotion
Behavioral manifestation of felt emotions
Strategic emotions
Carefully designed orchestration to take the counterparts off guard
Emotional intelligence
Ability to understand emotions just themselves and others and to use emotional knowledge to effect positive outcomes
How to use emotions to your benefit
Negotiators are more effective when they display emotional inconsistency and unpredictability
What to beware of in negotiations
Beware of what you’re reinforcing
Reevaluate is more effective than suppression-acknlw then ask how could view it dif
Emotions are contagious
Understand emotional triggers
Limbic resonance
Describes how emotions are both contagious and a powerful driver of feelings, thought and behavior
