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Orgs > negotiation > Flashcards

negotiation Flashcards

1
Q

negotiation

A

process in which two or more interdependent individuals discuss and attempt to come to an agreement about their different preferences

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2
Q

negotiation stages

A

preparation
exchange information
bargaining
conclusion

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3
Q

three types of negotiation issues

A

distributive
integrative
compatible

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4
Q

two negotation stages

A

disruptive bargaining
integrative bargaining

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5
Q

influence

A

the use of actual behaviour to influence changes in others

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6
Q

influence tactics

A

rational persuasion
inspirational appeal
consultation
collaboration
ingratiation
personal appeals
exchange tactics

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7
Q

which influences are most effective

A

rational persuasion
consultation
collaboration
inspirational appeal

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8
Q

responses to influence tactics

A

internalization
compliance
resistance

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9
Q

sources of power

A

legitimate
reward
coercive
referent
expert

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10
Q

contigencies of power

A

substitutability
centrality
discretion
visibility

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Orgs (3 decks)

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