Negotiation Introduction Flashcards
1
Q
Negotiation is:
A
a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests.
2
Q
Reasons to negotiate:
A
- Share or divide limited resource
- Create something new
- Resolve a problem or dispute
3
Q
Characteristics of a negotiation:
A
- Two or more parties
- Conflict of needs and desires
- Choice to engage
- Expectation for give and take
- Management of tangibles and intangibles
4
Q
Conflict is:
A
Sharp disagreement or opposition, as of
interests, ideas, etc.
5
Q
Levels of conflicts. Explain it
A
- Interpersonal: refers to a conflict between two individuals.
- Intragroup: is a type of conflict that happens among individuals within a team.
- Intergroup: takes place when a misunderstanding arises among different teams within an organization.
6
Q
Ways to Resolve Conflict:
A
- Negotiation
- Mediation
- Arbitration
- Court
7
Q
Dual Concerns Model:
A
Concern about own outcomes versus concern about other’s outcomes
8
Q
Five negotiation/conflict management styles
A
- Competing
- Collaborating
- Accommodating
- Avoiding
- Compromising
9
Q
Competing style:
A
- High concern for yourself
- Low concern for other
- I Win, You Lose
- Use to get results quickly and when you know something is not negotiable
10
Q
Collaborating style:
A
- High concern for yourself
- High concern for others
- “Win/Win” is about making sure both parties have their needs met, and as much mutual value as can be created is created.
11
Q
Accommodation style:
A
- Low concern for yourself
- High concern for others
- I Lose, You Win
- Relationship is everything, give people what they want
12
Q
Avoidance style:
A
- Low concern for yourself
- Low concern for others
- I Lose, You Lose
- “Passive aggressive”
- Avoid conflict
13
Q
Compromise style:
A
- (I Lose / Win Some - You Lose / Win Some)
- Use when you are pushed for time and you are dealing with someone who you trust.
