Process Test Flashcards
Inert Knowledge Problem
or the difficulty in transferring details from one situation to the next, and it is one of the most fundamental hurdles to learning negotiation.
Common Mistakes in Negotiation
Mistake #1: Taking an Overly Narrow View of Negotiation Situations
Mistake #2: Failing to Plan
Mistake #3: The Zero-Sum Assumption
Mistake #4: Being self-serving
Mistake #5: Not Matching Influence Approach to Situation
Endowment Effect
Overvaluing the resources that you have other party might not think they are as valuable as you do
Background participants
are people with the capability to directly change or affect the progression of the negotiation via their influence on the parties at the table. That is, they can start and stop negotiation, or change its direction. (manager at a car dealership)
Interested Observer
are people who are watching the negotiation but have no way to directly change its course
can influence the negotiation because the people at the table might care how they are viewed by the interested observers
Interested observers might also notice a precedent set by the negotiation
Three general ways people can be influenced
Reason Reward pressure
Sources Of Power
Resource Power Coercive Power Expert Power Referent Power Legitimate Power
Boegy
– a tactic where people pretend something that costs them very little is a big concession, and then try to extract something in return from you
Fractioning
refers to situations where current issues are split into component parts in order to find better solutions
example salary
Log Rolling
involves finding issues to trade where parties have opposing priorities, and trading so that each party receives a lot on their highly preferred issue, and gives a lot on their less preferred issue. Thus for logrolling to occur, there MUST be multiple issues and those issues must have DIFFERENT value to both sides. For example, let’s say we work together and come to discover that you like to have long weekends off but don’t care much about working long hours, while I can’t work long hours but don’t mind working the weekend. We therefore make a deal so that I cover your weekends and sometimes Mondays in exchange for you covering me any time I have to work a double shift
Packaging Issues
This tactic involves making an offer with multiple issues. While logrolling is always making a packaged offer, a packaged offer does not necessarily involve logrolling
Distributive
The Pie can only be split and not expanded
Objective Arguments
Using actual data in your arguments
Actual data could be facts, figures, and statistics, anything that is defendable with non-biased information
Objective arguments are effective because they seem free from your self-serving biases
Subjective Arguments
reside only within one person’s mind and are based on one’s perceptions.
Gradual concession reduction tactic
Decreasing the concession every time you make a new offer
Unilateral Consessions
multiple concessions in a row without a concession from the other side
Three stages of trust
, calculus, is a very cognitive/informational and quantitative approach to trust, in which individuals decide how much risk they are willing to expose themselves to
Knowledge-based trust results from the accumulation of information about the other party, as a result of the relationship over time
relational trust, is based on a shared history and perceptions that interests (and often beliefs, values and attitudes) are aligned or complementary between the two parties. At this point, the level of trust becomes a taken for granted assumption based on a more complete synthesis of experience with the other party.
