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Complex cognition > Task 7 > Flashcards

Task 7 Flashcards

1
Q

What is negotitation ?

A
  • a discussion between two or more parties with the aim of resolving a solution where each partie has different
    interest
  • mutual decision making
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2
Q

What are the two main theory on how to negotiate?

A
  • Game theory

- Analytical approach

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3
Q

What is the game theory about ?

A
  • Economic/mathematical model
  • determines outcomes/agrrement of a mulitaprty decision making process
  • makes prediction of outcomes posibale
  • takes only rational choices into account
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4
Q

What are the pros and cons regarding the game theory ?

A
  • Pro: most precise prescriptive advice

- Con: Only based on rationality and it is diffcult to provide all possible outcomes

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5
Q

What is the nash equiliburum ?

A
  • Given a certain dilema u only take into account your decisions you do not make ur decison reliable on the partner
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6
Q

What is the decision analytic approach ?

A
  • Based on game theory but focuses on real conflict
  • rationality and no rationality
  • bases negotiation on 3 key informations
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7
Q

What are the the 3 key information ?

A
  1. Know ur BATNA best alternative to agreement
  2. know ur and the other negotiator interest
  3. And noe the importance of each info/interest
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8
Q

What are the two procceses regarding negotiation ?

A
  1. claiming value

2. creating value

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9
Q

What does claiming value mean ?

A
  • trying to get as much value as possibel
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10
Q

What is a bargaining zone ?

A
  • the zone were you would take an agreement into account
  • positive BZ = both zones overlap ->Agreement
  • negative BZ = both zones do not overlap -> no agreement
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11
Q

How do u claim the highest value ?

A
  • Knowing the barzone and shout for the least acceptable feature
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12
Q

What is meant by creating value ?

A
  • It is all about difference values of issues

- differences are seen as opportunities for better trade offs

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13
Q

What is a trade off ?

A
  • You give up on an issue which is less important to you but not to the other party to gains omething which is important to u but not to the other party
  • it is about multiple isssues solving, simultaneously
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14
Q

What are contingent contracts ?

A
  • Occur when party fail to gain an agreement
  • It takes action into acount if something dependet on the contract is happening
  • E.g: you only gain money if….
  • takes risk into account which is why it reveals bluffs
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15
Q

What are the tools to create value ?

A
  1. Build trust / share info
  2. Ask question and listen
  3. Strategically offer information (setp by step)
  4. Nothing should be settled till the end (simultaneous problem solving)
  5. Make multiple offer to reveal preferences
  6. Use PSS
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16
Q

What does PSS stand for and what does it mean ?

A
  • Post settlement settlement

- > when the deal is done make it even better

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17
Q

What does power regarding negotiations mean ?

A
  • influence of the negotiator on a negotitation which favors his ideal outcome
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18
Q

What are the four ways to gain power in a negotiation ?

A

1: Direct = BATNA, Information gathering

2. Indirect = Status and social capital

19
Q

How does BATNA influences decision making ?

A
  • If you have a strong or high quality BATNA then u are less dependent on the opposing party
  • creates pressure onn opposing party
20
Q

How does information gathering influences decision making ?

A
  • Gathering info can give u strategic adventages

- knowing the BATNA the culture, anxities,

21
Q

How does STATUS influences decision making ?

A
  • High status beter succes
  • it is about respect
  • High status = high trust
22
Q

How does social capital influences decision making ?

A
  • having a bigger network means = more alternatives more pressure
  • influences all other aspects
23
Q

Why is having a strong BATNA not as good as it first seems to be ?

A
  • leads to less motivation and persistence of achieving for even more ideal findings
24
Q

Why is it good to have high power ?

A
  • protects for psychological stress

- builds up confident and leads to less manipulation

25
Q

What are some biases or mistakes negotiator could perform ?

A
  • Fixed pre assumption
  • Framing effects
  • Escalation of effects
  • overestimation of own values
  • self severing biases
  • Anchoring
26
Q

Why is fixed pre assumption bad regarding mistakes of a negotiator ?

A
  • Becuase of the incompatibility bias: assumes directly that there will be no agreement possible
  • All about win or lose
  • inhibits mutualy benefical outcomes
27
Q

Why is the framing effect bad regarding mistakes of a negotiator ?

A
  • Do not talk about loosing talk only about gaining

- negative frames = less agreement

28
Q

Why is the escaltion of effects bad regarding mistakes of a negotiator ?

A
  • linked to the sanke coast effect

- the opposing partner hold on to its position cause it has invested allready soo much

29
Q

Why is overestimation of own values bad regarding mistakes of a negotiator ?

A
  • You think that your arguments are to stonger then they atually are -> creates unrealistics expectations
  • Wrong bargaining zone settled
  • Due to limited knowledge
30
Q

Why is Anchoring bad regarding mistakes of a negotiator ?

A
  • first offer should be choosen wisely , if not then u scare the oppossing party away
31
Q

Why is a self severing bias bad regarding mistakes of a negotiator ?

A
  • offering a deal which seems to be fair but actually is not
  • fair was determined subjectivly
32
Q

What is the zero sum perception ?

A
  • if one person benefits the other must make a sacrifice
33
Q

What is the interdependence theory ?

A
  • Not focusing on self interest but make pro social decison to create stronger relationships
34
Q

How does trust influence negotiation ?

A
  • HIgh on trust = more cooperative, higher risk to manipulator
  • low on trust = less cooperative, lower risk to manipulator
35
Q

How do we improve misscommunication ?

A
  • Learn how to express disagrement
  • Recognise emotions
  • learn how to build trust among diff. cultures
  • write down agreement
36
Q

What is the role congurity theory/ social role theory ?

A
  • You behave in a way that people want u to behave based on ur role in society
37
Q

Who does in general a better job regarding negotiation and why ?

A
  • Men do but it depens on the culture social context and experience
  • woman do not have a natural enviorment
38
Q

How do u reduce gender differences regarding negotiation ?

A
  • equal experience
  • when bargaining zone / range was previously known
  • and if your represent/defend a person in a negotiation
39
Q

What works better inter or intra cultural negotiations ?

A
  • intracultural negotiations

- no underlying differences between cultures have to be studied or understand

40
Q

How does inter cultural negotiation gets a bit more better ?

A
  • via cultural intelligence

- the higher the better !

41
Q

On what does the east (asia) world focus on regarding negotiation ?

A
  • focus on realtional outcome
  • more using value claiming
  • have low trust
  • uses less direct confrontation
  • show less dominace
  • less insight
42
Q

On what does the west(europe) world focus on regarding negotiation ?

A
  • focus on higher econmic outcomes
  • more value creation
  • Are high on trust
  • uses direct confrontation
  • show more dominace
  • better insight
43
Q

how does the negotiation theory model work out ?

A
  1. Start With the culture
  2. competitive/aspiration
  3. information sharing (west)
  4. Influence for (east)
  5. Insight
  6. joint goals
    - > look at the graph

Complex cognition (9 decks)

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