Negotiation and Conflict Flashcards
Negotiation ?
decision making situation where two or more interdependent party attempt to reach an agreement
Reasons Negotiation occur
-To agree on how to share sth
- To create something new
- To resolve a problem
Approaches of Negotiation
-Distributive
-Integrative
Distributive Neg. ?
seeks to divide up a fixed amount of resources, a win-lose situation, or a zero-sum game. One person’s gain is another’s loss.
Goal is to maximize one’s own share of resources.
Distributive Neg. is aka ?
win-lose situation or zero-sum game
Minimum preparations for distributive neg.
-Target point ; aspiration point, my goal, realistic and subjective it depends on my perception of value
- Resistance/reservation ; walk away, indifferent, beyond resistance point you prefer no agreement(Bargaining zone/Zone of potential agreement ZOPA) the space bet. the 2 parties reservation points
-Asking price, initial offer; who should make the first offer it’s advisable to make the first offer due to the anchoring effect.
-BATNA- this will influence your other 3 points
When i want to negotiate i do 20% planning and 80% negotiation
No, 20% neg. 80% planning
What is it about resistance point
Never reveal your resistance point!!
Diff. bet negative and positive bargaining zone
negative is when either the seller or the buyer is not willing to bargain but walk away aka SUBOPTIMAL OUTCOME while positive is when they are willing to stay.
BATNA?
Best Alternative To a Negotiated Agreement / alternative ; i have a better alternative it has to be better and also try to figure out your counterpart BATNA
Diff. bet BATNA & Reservation
Reservation point is the BATNA positive /- thing that makes you want to do the deal. i want to buy a house i found a better deal somewhere but this seller is actually a nice guy should i pay the extra or not.
Anchoring
a cognitive bias that describes a tendency to rely heavily on the first piece of info. to make subsequent judgement.
Integrative Negotiations/non-zero or win-win
this approach shows that one or more possible outcomes can create a win-win situation. AKA interest based negotiation is better cause it benefits both sides, builds relationships.(People always resort to distributive)
Why is integrative better
Focus on commonalities rather than differences
Address needs and interests, not positions & issues
Commit to meeting the needs of all involved parties
Exchange information and ideas
Invent options for mutual gain
Logrolling
value creating strategy, making less imp. things more important .
Four Hallmarks for Integrative Neg.
Value is created
Value is claimed
Other party feels good
Protect or enhance the negotiation relationship
Sources of Conflict at work
-Incompatible goals
-Differentiation
-Interdependence; own rewards depend on others performance
-Ambiguity; unclear/lack of rules
- Resources; groups compete for the same ltd resources
-Group identification; in group based on common interest
Types of Conflict
-Task/Cognitive(Assertiveness); related to diff. in perspective and judgment regarding an issue
-Affective/Relationship(Cooperativeness); it’s emotionally aimed at a person not the issue
-Process Conflict; disagreement about plans for task executions etc.
what type of conflict can be functional bc it can lead to identifying solutions
Task/Cognitive Conflict
The relationship bet. lvl of conflict and org. outcome is linear
No, it’s non linear but concave down
Styles of Conflict mgt
-Forcing
-Avoiding
-Accommodating /yielding
-Compromising; middle ground give up sth
-Collaborating / prob. solving
