Negotiation And Communication Flashcards
What is negotiation ..
Negotiation is the process of getting what we want through being able to persuade others.
Workplace negotiation is compound all the arguments from employers and employees side to achieve an argument that is received for both parties.
What is power…
Power is being able to get what you want from other party. We have unequal access to negotiation power
2 kinds of power in negotiation…
Formal or positional power - legitimate,coercive,rewards
Informal or personal power - experts, referent, information
Five stages of negotiation…
- Preparing and planning - what you want? What type of negotiation style?
- Defining ground rules- where? When? Acceptable and unacceptable behaviors
- Clarification and justification - clarify what you want, outline your case, justify your argument
- Bargaining and problem solving - work toward solutions, discuss options, creativity is important
- Closure and implementation
5 negotiation styles…
- Accommodating
- Competing
- Compromising
- Avoiding
- Collaborating
What is BATNA?
BATNA is best alternatives to a negotiated agreement
Steps of preparation and planning…
- Gather data
- What you want? Are you sure?
- What style we use and they?
What is concessions?
Concession is what you prepared to give up to achieve successful outcome
Accommodating style is when…
They want to build future social/business relationships
Compromising style is when…
They reach a temporary agreement to complex issues because the time pressure
Competing style is when…
They insist to get what they want with quick and decisive action
Avoiding style is when…
They do not want to argue or confront their idea
