Negotiation Flashcards
What is negotiation?
Attempting to resolve divergent goals by redefining terms of interdependence
Which conflict handling style is best in negotiation?
Begin cautiously with problem-solving style
Shift to a win-lose style when…
- Mutual gains situation isn’t apparent
- Other part won’t reciprocate info sharing
What is a win-win orientation? Integrative
Believe parties will find a mutually beneficial solution
What is a win-lose orientation? Distributive
Belief that the more one party receives, the less the other receives
What is the prisoner’s dilemma ?
Shows why two completely rational individuals might not cooperate, even if it appears that it is in their best interests to do so.
What is BATNA?
Best Alternative To Negotiated Agreement
What are some techniques of integrative negotiations?
Framing differences as opportunities
Exchanging information
Increasing resources
What are some techniques of distributive negotiations?
Threats and Promises
Firmness
Persuasion
Silence and Patience
