Negotiation

Question 1

Define Distributive negotiation

Answer 1

Fixed pie negotiation – AKA positional or hard-bargaining.

Question 2

Integrative negotiation

Answer 2

Interest-based or principled negotiation. Expand the pie. Focus on interests, not positions.

Question 3

five negotiating styles

Answer 3

1. Accommodating
2. Avoiding (defer and dodge the confrontation, but may be tactful and diplomatic)
3. Collaborating
4. Competing (dominant, but can neglect the importance of relationships)
5. Compromising (unnecessarily rush the negotiation process and make concessions)

Question 4

3 types of negotiators (bargainers) and their differences?

Answer 4

1. Soft bargainer: do not separate the people from the problem, and are soft on both
2. Hard bargainer: do not separate the people from the problem, and are hard on both
3. Principled bargainer: seek integrative solutions; separate the people from the problem, explore interests, avoid bottom lines, and reach results based on standards (independent of personal will)

Question 5

Define “Defense in Depth”

Answer 5

Have several layers of decision-making authority to force further concessions each time the agreement goes through a different level of authority. Each new decision maker asks to add another concession in order to close the deal.