Negotiating

Question 1

what is the belief that your interests are at complete odds (mutually exclusive) with those of other party?

Answer 1

fixed pie perception

Question 2

what are the two approaches to negotiation?

Answer 2

distributive approach or mixed motive approach

Question 3

describe distributive approach

Answer 3

entering into a negotiation with fixed pie-perception

Question 4

describe mixed motive approach

Answer 4

first cooperative (integrative) and then competitive (distributive)

integrative = degree to which the parties perceive that their goals are compatible

distributive= degree tow which the goals of the two parties are mutually exclusive

Question 5

name 5 causes of organizational conflict

Answer 5

1. group identification and intergroup bias
2. independence
3. differences in power, status and culture
4. ambiguity
5. scarce resources

Question 6

when negotiating in the mixed motive style, you can either ___ value or ___ value

Answer 6

create or claim

Question 7

what does BATNA stand for?

Answer 7

best alternative to a negotiated agreement

Question 8

what are strategies for negotiating?

Answer 8

• anchoring
• common interests
• find differences
• bundle issues, not point-by-point
• don’t react right away
• concession

Question 9

the ___ ____ is the point where one party cannot be better off without the other being worse off

Answer 9

pareto frontier

Question 10

describe the reciprocity effect

Answer 10

• begin to reveal some of your interests (low stakes to test the waters)
• should encourage reciprocity
• steer other party away from talking about positions
• goal is to figure out where your interests re shared and where they diverge
• leverage differences to create more value

Question 11

what are the 3 types of conflict?

Answer 11

1. relationship (aka personality or affective)
2. task (aka cognitive)
3. process

Question 12

which type of conflict involves disagreements based on personalities and issues that are not directly related to work?

Answer 12

relationship

Question 13

which type of conflict involves disagreements about work being done in a group and the merits of ideas, plans, projects?

Answer 13

task

Question 14

which type of conflict involves disagreements on how to approach a task and who does what (how the group is achieving its goal?)

Answer 14

process

Question 15

what are the two negotiation styles?

Answer 15

cooperative and competitive

Question 16

describe cooperative negotiation style

Answer 16

• immediately caving into demands that other people make
• being first person to make a concession
• revealing too much info so as to keep a relationship pleasant or get another person to like you

Question 17

describe competitive negotiation style

Answer 17

• never revealing any info
• always asking for more, no matter what the offer
• threatening to walk out unless your demands are met