Negotiations Flashcards
1
Q
active value
A
the value of a transaction made working with your opponent
2
Q
bargaining surplus
A
the difference between two reservation prices
3
Q
bargaining zone
A
the area (options) between two reservation prices
4
Q
collaborative bargaining
A
a style of negotiation that recognizes the interests of both parties and emphasizes cooperation
5
Q
cooperative bargaining
A
a catch-all term for many forms of interest-based negotiation that encompasses both collaborative and integrative bargaining
6
Q
distributive bargaining
A
a type of bargaining used during surplus allocation, in which the parties decide how each will recieve the bargaining surplus
7
Q
ethical negotiation
A
conducting a principled negotiation, according to accepted principles of right and wrong
8
Q
exchange
A
when parties share information about their positions and interests
9
Q
external value
A
the value of transaction made working without your opponent
10
Q
integrative bargaining
A
a style of negotiation that emphasizes the potential for parties to integrate their interests and create joint value
11
Q
negotiation
A
a transaction between two or more parties that creates value
12
Q
passive value
A
the value of doing nothing
13
Q
positional bargaining
A
bargaining from one’s point of view
14
Q
preparation
A
when parties separately gather information
15
Q
proposals
A
when parties discuss possible settlements
16
Q
reservation price
A
a price at which someone feels it’s better to abandon the negotiation than agree
17
Q
resolution
A
when parties agree on one option or fail to agree
18
Q
surplus allocation
A
a stage in the negotiation process, in which parties distribute the bargaining surplus
19
Q
transaction
A
an exchange between people
20
Q
body language
A
a person’s body movements and positions in response to a specific stimulus
21
Q
chronemics
A
time intervals used in a person’s communication, including how much time they talk about the past, present and future
22
Q
generalist approach
A
a general system that applies to all situations
23
Q
haptics
A
how a person communicates through touch
24
Q
observational negotiation
A
a method of watching people in negotiation that aids us to understand (a) what we are currently experiencing, and (b) predicting the future to influence human behavior
25
proxemics
the distance or space a person maintains in social and non-social activities
26
self observation
thoughtful reflection about our response to situations to evaluate our success or failure
27
statistically significant
a measurement that tells us something is more likely to produce the same result over time than chance
28
stress response
a person's response to a stressful situation, including the subjects they seem to like or dislike
29
verbal language
a person's use of grammar, articulation, volume, pragmatics, and vocabulary
30
alternative
an action that can be taken without agreement or cooperation from the other party
31
BATNA
best alternative to a negotiated agreement
32
commitment
an agreement by a party to do something in the future
33
communication
when listeners give the speaker their full attention, occasionally summarizing the speaker's points to confirm their under-standing
34
descriptive orientation
how normal people act
35
game theory
the study of strategic interactions between rational players according
36
groupthink
collective decision-making
37
interests
a person's needs, desires, concerns, and fears that define the problem
38
normative orientation
how logical and rational people should act
39
objective criteria
third-party standards (usually regarding value) that are independent, fair, legitimate, and practical
40
option
a choice that can be made to satisfy an interest or interests
41
prescriptive orientation
how decisions could be made better
42
principled negotaion
a negotiation that identifies compatible interests that can be satisfied by mutual options, often with indifferent interests traded for interests of concern
43
relationship
how parties interact with each other - either adversarial or cooperative
44
win-lose
one player's loss equals the other person's gain
45
win-win
a result that is good or satisfactory to both parties
46
zero-sum
one player's loss equals the other person's gain
47
action plan
a detailed plan that outlines relevant aspects to negotiate in the case, including the needs, wants, whys, objectives, relevant parties, alternatives, and options of all parties
48
agent
a person acting on behalf of another
49
belongingness and love needs
one of the tiers of Maslow's hierarchy of needs, which includes human emotional needs, such as friendship, intimacy, trust, acceptance, giving and receiving affection, and love
50
burden preferences
a category of preferences that includes a negotiator's prioritization of the burdens of transaction costs and workload associated with the negotiated outcomes
51
divergent interests
when the agent's needs, wants, and preferences differ from the principal's
52
esteem needs
one of the tiers of Maslow's hierarchy of needs, which consists of respect, self-esteem, status, recognition, strength, and freedom
53
Johari window
a model tool for increasing self awareness
54
Maslow's Hierarchy of Needs
a motivational theory in psychology, consisting of a five-tier pyramid modeling human needs
55
needs
what you must have
56
objective collection
a part of negotiation preparation in which you collect and gather information about the OP
57
physiological needs
one of the tiers of Maslow's hierarchy of needs, which consists of basic survival needs, including food, water, air, shelter, clothing, warmth, sleep, and reproduction
58
preferences
individual raking of non-monetary wants and needs
59
principal
a person or entity an agent represents
60
procedural preparation
the process of identifying (a) all parties directly involved in the negotiation, (b) all parties directly or indirectly affected by the negotiation, and (c) how, where, and when the negotiation will occur
61
risk preferences
a category of preferences that includes a negotiator's prioritization of risks
62
safety needs
one of the tiers of Maslow's hierarchy of needs, which consists of needs to satisfy human's desire for order, control, and predictability, such as personal security, employment, resources, health, and property
63
self actualization
the highest tier of Maslow's hierarchy of needs, which consists of the need to pursue and fulfill one's unique potential
64
subjective reflection
a part of negotiation preparation in which you subjectively assess and estimate the OP's needs, wants, and preferences
65
substantive preparation
the process of acquiring applicable objective criteria for a negotiation
66
time preferences
a category of preferences, which includes a negotiator's prioritization of the timing of components of the negotiation
67
wants
what you desire to obtain
68
cognitive consonance
when different parts of the brain hold thoughts or beliefs consistent with another
69
cognitive dissonance
when different parts of the brain hold two conflicting thoughts or beliefs
70
fixed-action patterns
shortcut behaviors that cause us to react to a stimulus without much thought immediately (the elephant's light switches)
71
mammalian brain
the part of the human brain that governs basic drives, provides insight into purposeful interaction with surroundings and gives the experience as emotions and coordinated movement
72
neocortex
the part of the human brain that performs executive functions, makes associations, thinks about what we want, and makes plans
73
persuasion
the process of influencing another person's thoughts or beliefs
74
reptilian brain
the part of the human brain that takes care of essential survival functions, such as respiration, digestion, circulation, and reproduction
75
commodity goal
allocating money, products, services, and resources fairly
76
economic theory
predicts that people will always choose to do whatever is in their interests
77
face goal
allowing one or both parties to maintain their pride, self-respect, or status within a given group or community
78
generalization
telling a story without spelling out details, combinations, or exceptions
79
prospect theory
predicts that people who see the outcome as a gain are risk averse, while those who view the outcome as a loss are risk taking
80
reframing
changing the way a negotiated outcome is discussed (either as a gain or a loss)
81
relational goal
considering the relationship between the parties involved and preserving or protecting it as much as possible
82
risk averse
a preference for a negotiated outcome over chance
83
risk taking
a preference for a change over a negotiated outcome
84
selectivity
discussing only some of the information available and leaving out other information
85
simplification
presenting a simplified account of the information
86
bystander effect
the tendency to avoid a course of action if others have avoided it
87
commitment and consistency
a persuasion technique that asks the OP to make on small step toward a position you eventually want them to accept
88
like principle
the principle that people are more willing to comply with your requests if (a) they like you and, (b) they are like you
89
mind script
a method of creating a positive attitude by thinking of simple, positive statements about (a) you, (b) the other person, and (c) the situation or context
90
pluralistic ignorance
the tendency to mask horror and adopt a relatively calm demeanor, which causes others to conclude that there's no real emergency
91
recirprocity
a sense of obligation to be kind to someone kind to you or to repay a favor based on the value the favor creates
92
self-disclosure
willingness to share and reveal things about yourself in a spirit of honestly and humility
93
social proof
the tendency to view a behavior as correct in proportion to how often you see it in others
94
yes sets
a series of questions that elicit yes answers followed by a final question, where you want the customer to say yes
95
arguing
making an argument (between a position and an interest) that justifies or contests a particular solution
96
endowment effect
the tendency to attach extra value or status to our things
97
fossil evaluation
a belief from the past that fails to accommodate the changing dynamics of a situation
98
ignoring
the refusal to accept any information about interests
99
interrupting
an attempt to take control of a conversation by interjecting defensively
100
Mandela effect
shared false memories on a large scale
101
negating
an unwillingness to listen to interests, work collaboratively, or accept responsibility
102
polarization bias
the tendency to think all data must belong to one of two sets or groups
103
reactive devaluation
the tendency to reject an idea, or at least disapprove of it, simply because someone else thought of it
104
simplistic generalizations
transferring the context or meaning from one scenario to another as if they were identical
105
social norms
behavioral codes and expectations established over time and specific to a given community, context, or group
106
somatic marker
a shortcut in the brain formed by emotion and experience
107
status quo bias
the tendency to prefer to keep things the way they are rather than risk change
108
virtue lathering
praising an idea, while crediting it to another person
109
active listening
focusing on what the speaker is saying and purposefully attempting to elucidate, clarify, and agree on what the speaker means
110
active voice
when the subject of a sentence performs the sentence's verb
111
cliche
a trite expression
112
deleted subject
a language pattern that uses the passive voice
113
empty comparison
a language pattern that uses an incomplete comparison
114
false equivalence
a language pattern that asserts two statements or ideas mean the same when that assertion is inaccurate, spurious, or misleading
115
false friends
words that sound easy to translate or understand but aren't
116
flawed causality
a language pattern that asserts a causality that is suspect, misleading, or too simplistic to be helpful
117
hidden assumptions
a language pattern that uses compound questions containing presuppositions
118
hollow judgments
a judgment that is essentially meaningless because the speaker omits vital information
119
missing adverb
a language pattern in which the speaker omits adverbs to avoid giving too much information
120
necessity markers
a language pattern that indicates forms of necessity, mainly with rules of behavior and things that we must or must not do
121
noise
anything that contaminates or obscures the message's meaning including irrelevant or excessive information
122
passive voice
when the object of a sentence becomes the subject
123
possibility markers
a language pattern that indicates forms of possibility, mainly with rules of behavior and things that we can or cannot do
124
telepathic fallacy
an assumption that one person can read another at the end of a statement to hide the effect of the meaning
125
trailing qualifiers
a language pattern that places essential information at the end of a statement to hide the effect of the meaning
126
universal qualifiers
a language pattern that asserts all values or no values are affect
127
verbal noun
a language pattern that uses a form of a verb as a noun
128
additive empathy
echoing what the OP has told you and adding new information that does not come from them
129
agreement status
a suggestion technique that categorizes negotiation outcomes as alternatives, options, or a third-party
130
alternatives
actions you can take without the OP's agreement
131
anchoring
a suggestion technique in which the speaker manipulates the perceived value of the outcome by providing reference points
132
because cues
a suggestion technique that frames the speaker as someone who empathizes with the OP's situation to elicit more profound, emotional answers
133
bind
a communication pattern that embeds an assumption in a question
134
closed question
a question the OP can answer with a yes or no
135
comfort formula
a sales technique that reframes the conversation to imply there's no problem with the speaker's value, but the OP needs to choose whether to be comfortable with the outcome
136
comparative reframing
a suggestion technique in which the speaker manipulates the perceived value of the outcome by providing reference points
137
conversation tracking
a communication technique that checks the listener's attention by leaving an idea hanging in the air and watching to see if the OP will pick up on it
138
crisis thinking
a state in which a person is in an unfamiliar position, the stakes are high, strong feelings are involved (including threatened or antagonized), and they find it challenging to decide what to do
139
double bind
a communication pattern that offers two choices, and each favors the speaker's interests
140
emotional labeling
an active listening technique in which the speaker identifies the emotional state of the OP
141
empathy
the ability to see how things look from the OP's point of view
142
ILTot
an acronym for a suggestion technique that changes "I don't think we can" to "I'd like to think we can"
143
Implanted Imagery
a suggestion technique that uses powerful imagery to persuade the reciever
144
interpersonal focus
a suggestion technique that frames the discussion, focusing on the issue and the relevant facts, rather than either of the parties concerned
145
invisible mirror
a communication technique in which the speaker mirrors the OP's voice and manner of speaking
146
modal judo
a technique that forces a modal shift in the OP's presentation to disrupt the OP's flow and ability to present their case
147
narrative reframing
a suggestion technique in which the speaker describes something in a way they want the OP to think about it
148
open question
a question that requires a narrative answer and requests the OP to add to what they have already said
149
options
outcomes that are only possible with the OP's agreement
150
preemptive disclaimer and compliment
a communication technique that adds a disclaimer before a compliment, so the OP hears the compliment with more appreciation
151
preemptive neutralization
a suggestion technique that dismisses concern about the most immediately obvious objection
152
rapport
the feeling of being on the same wavelength as someone else
153
subtractive empathy
subtracting or deleting information from what the OP has told you
154
summative reflections
an active listening technique that provides a summary of what the OP said from the speaker's point of view
155
tasking
giving the OP a simple task to perform to focus them on the issues that are important to you
156
time framing
a suggestion technique that uses a past or future narrative, depending on which creates safety or fear in the receiver
157
un-reverse psychology
a suggestion technique that frames the outcome as satisfying one or more of the OP's basic psychological or emotional needs
158
vocalics
the study of all aspects of vocal communication except the words you use, including volume, articulation, pitch, emphasis, and rate
159
backlash effect
a tendency to punish women for deviating from expected behavior
160
bias
a stereotype that we allow to become true because we have stopped questioning whether it is a fair judgment
161
essentialists theories
theories that conclude that certain types of people have a set of attributes that are necessary to their identity
162
social-constructivist view
the belief that gender is not a "fixed notion" or permanent trait; instead, gender is an institutionalized system of social and cultural practices that are subject to fluidity as individuals transition through various communities and institutions
163
stereotype
a widely held belief about a particular type of person that is broadly generalized and oversimplified
164
ad hominem fallacy
an attack against a person's character, rather than using logic to address the argument
165
appeal to authority fallacy
the overuse or misuse of an authority figure's opinion or conclusion to support an argument
166
appeal to hypocrisy fallacy
diverting the blame back onto the other person by accusing them of causing the same problem
167
appeal to ignorance fallacy
when an inference is used to prove that something must be true because there is no contrary evidence
168
appeal to pity fallacy
using someone's emotions (typically guilt or pity) rather than logic to win an argument or persuade them to action
169
bandwagon fallacy
looking to what others do or feel to make a personal decision
170
causal and correlation fallacy
inferring causation or correlation based on anecdotal or incomplete evidence
171
equivocation fallacy
using certain words that have more than one meaning to support a misleading argument
172
false dilemma or false dichotomy fallacy
presenting only a limited, incomplete number of options
173
hasty generalization fallacy
making a conclusion based on limited information or limited sample size
174
logical fallacy
a conclusion or inference that appears plausible but is based on false, invalid, or incomplete information
175
middle ground fallacy
an appeal to "fairness" by splitting the difference
176
red herring fallacy
shifting attention away from the actual topic by using distraction or confusion
177
slippery slope fallacy
inferring that one small thing will cause many other (often bad) things to happen
178
straw person fallacy
attacking a different subject (the "straw man") than the current subject
179
sunk cost fallacy
refusing to give up on the current plan of action because you are focused on past efforts, rather than analyzing whether the remaining work required justifies the results
180
Texas sharpshooter fallacy
representing outcomes out of context to create a belief that past events will determine future behavior without accounting for randomness
181
attempted control
a conscious effort to dampen or stop physical cues
182
baseline
discussing non-threatening topics to establish standard physical and verbal communication patterns
183
blading
turning the front of the torso away, facing your opponent from the side
184
body language
physical cues used to communicate
185
cluster
three or more physical cues that occur together
186
cognitive overload
occurs as the brain processes additional information that increases its processing capacity
187
cold reading
assessing responses as they occur
188
concealment
an attempt to hide the truth by evading a question or omitting relevant details
189
duping delight
the thrill a liar gets when the lie succeeds
190
emblems
hand gestures with precise meanings within a culture
191
emotional response
producing physical cues because it is difficult to conceal or falsify emotions
192
falsification
an attempt to hide the truth by misrepresenting the facts
193
fear
a reaction to the threat of harm resulting from being caught in a lie
194
guilt
a reaction to how the person feels about lying, not whether they are guilty
195
illustrators
hand movements made while speaking to provide emphasis, make an action the speaker describes, trace the flow of thought, show spatial relationships, or draw a picture in the air
196
kinesics
the study of how body movements and gestures communicate thoughts and emotions
197
lies
misleading statements that cause the receiver to believe something the liar knows is not true
198
looping
moving away from and returning to a subject to test whether a particular stimulus causes a specific response
199
manipulators
movements in which the hand touches or rubs another body part
