Negotiation Flashcards
Negotiation
making a decision with two different parties which have different positions.
Influence of Gender on Negotiation skills
In a study from Andersen et al.
A matrilineal and patriarchal society were compared in a bargaining game.
In the lab, the Pps played a bargaining game similar to the ultimatum game. The difference is that the proposer and the responder roles rotate after every round and that once one of the party´s reject, the game is over.
Women of the matrilineal societies clearly gained more money from bargaining than the women in the patriarchal societies.
The women in matrilineal societies had better bargaining skills as well as the men in patriachal. Therefore negotiation skills are not dependent on sex but dependent on the societal influences.
Trust influencing negotiation
A lack of trust does lead the persons to share less information with the other party, therefore less cooperation is possible.
The anchor heuristic - the anchor negotiation
The first offer has a strong influence on the whole negotiation.
Personality influences negotiation
People with a rather eccentric and socially open personality have an easier time to have successful negotiations and cooperation.
Cultures influence on negotiation + dignity culture
Aslani et al. (2013) distinguishes between 3 cultures which differ in their goals, their stability level of social structures and in the basis of their self-worth.
Western culture= dignitiy culture
People in dignity culture aim to maximise self interest in social interactions. They make their self worth dependent on whether they have success.
In negotiations they do not use strong emotio they cooperate are less aggressive and rely on the information the other party shares with them.
–> dignity culture has more joint gains in negotiations than the face and honour culture.
face culture
In the Eastern countries :
People maintain their self worth through the assesment of others about them fulfilling their social role .They aim to maintain stable social hierachical structures.
Negotiation- people use more emotions to influence their partner.
honour culture
Middle east ( shayans dad )
Hierarchical structures that tend to be unstable. People from honour cultures are than really invested in a discussion if the discussion is threatening their status or if the status is unstable.
People that are part of a honour culture use a lot of emotions to convince or persuade a negotiation partner to their side.
Negotiations across cultures
- have a higher likelihood of having no joint gains for both cultures
+ some cultures adapt their way of communicating when they are negotiating with a member from another culture.
Power
probability that a negotiator will achieve their ideal outcome in a negotiation.
What is the negotiation power made up of ?
- the strength of your BATNA
- having more informations than your negotiation partner.
- high status
- rich social capital
–> the sources of power reinforce each other. Power leads to more confidence.
Batna
Best alternative to a negotiated agreement.
- it defines the minimum outcome a person wants to have out of an agreement.
- awareness about the BATNA will prevent that emotions interfere with the negotiation and lead to an outcome that was unwanted.
–> having multiple or one very good alternative puts pressure on the other party.
Having more information than your partner!
- You can gain negotiating skills
- market info,
- insights about the opponent’s weaknesses - knowledge about his/her cultural
One can either research about the persons background or ask the person directly depending on your status and the partners status.
High status
- makes a person being perceived as a more trustworthy partner
- a negotiation partner that the other parties want to make a deal with, perhaps even at their costs.
- people with a high status usually have a strong social network and therefore many alternatives.
- also a high status leads a person to more insight information that the person can use against the other party.
Integrative vs distributive negotiation strategies ?????????????
integrative negotiation is more focused on the joint gains. Both parties want to create value and find a compromise. This sort of negotiation is most easily done when there are several topics two parties are negotiating about. There is more topics to compromise on.
The intention is to create value.
Distributive negotiation on the other hand is a form nor negotiation where the intention from the beginning on is not necessarily to create value and come to an agreement.
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