Test 1 Flashcards
between litigation and medication what costs more time and money
Litigation
what are the levels to the Anatomy of a Conflict (bottom to top)
- Underlying Interests
- Position (about the issue)
- Escalation
At what point do people give up their ability to determine the outcome of the dispute
Once people switch from mediation to arbitration
what are the 5 conflict modes (Thomas-Kilmann)
- competing
- collaborating
- compromising
- avoiding
- accomplishing
what are 3 approaches to resolving disputes
- Reconciling underlying interests
- determining rights
- determining who has more power
GOES FROM LEAST TIME/MONEY TO MORE TIME/MONEY
what is perception
the process of using senses to acquire information about a situation
what is perceptual distortion
an error in interpreting information which is a major problem in effective resolution of a conflict
what is psychological ownership
the extent to which a party in a conflict feels they have a personal stake in the offer
what are the different modes of communication
- non-verbal
- verbal
- para-verbal (tone, emphasis)
what is active listening
neutrally restating in your own words what the speaker has said
what is the rule of reciprocity
repaying in kind what another person has provided us
what is Rejection-Then-Retreat
when you make a request larger than what you really want then follow it up with the request you actually want
what is the principle of social proof
determining what is correct by finding out what other people think is correct
what is a negotiation
a strategic communication process to get a deal done
what is distributive bargaining
zero sum where one gains and the other loses
what is integrative bargaining
cooperative bargaining where the solution helps both parties
what is “saving face”
when people preserve their dignity/respectability in a social environment
PSYCHOLOGICAL NEEDS OF PARTIES IN A NEGOTIATION
what is psychological ownership
the extent to which a party in a dispute feels the outcome was chosen by them
who are value claimers vs creators
distributive vs integrative
Negotiation is a _______
Mixed motive exchange
what are Axelrod’s 4 steps to avoiding exploitation
- Start cooperatively
- Respond in kind
- Forgive
- Be clear
what is the most important move in a negotiation process
Opening offer
what are the 3 zones of WHAT the opening offer should be
- zone of agreement
- credible zone
- insult zone
how should the opening offer be made
Extreme, but soft
Reasonable, but firm
what is the ZOPA
zone of potential agreement which is between the 2 resistance point
what are hardball negotiation tactics
- anger
- threats
-aggressive behavior - Boulwarism (take it or leave it)
what are the 3 domains of negotiation
- substance
- process
- relationship
what is integrative bargaining
- an interest based approach to negotiation
- expand the pie and create value
what are the 7 elements of integrative bargaining
- alternatives
- interests
- options
- standards of legitimacy
- communication
- relationship
- commitment
what are alternatives in integrative bargaining
the walk-away possibilities each party has (BATNA)
what are options in integrative bargaining
all the possibilities which the parties might agree on
what are standards of legitimacy in integrative bargaining
external criteria to measure possible agreements (industry standards)
what type of move is a BATNA
a unilateral one (action you can take without consent of the other party)
what is a “dirty trick”
a one sided hidden negotiation tactic about HOW the negotiation is being conducted
what are negotiation ethics
broad social standards for what is right and wrong in situations
what are morals
personal beliefs about what is right and wrong (reflect values)
what are 4 approaches to ethical reasoning
- end result
- duty
- social contract
- personalistic
what is “end result” in ethical reasoning
doing what is necessary to get the best outcome
what is “duty” in ethical reasoning
having the duty to uphold appropriate rules and principles (not violating the law)
what is “social contract” in ethical reasoning
doing what is considered appropriate in your community based on the norms and values
what is “personalistic” approach in ethical reasoning
based on personal convictions what your conscience/morals tells you to do
what is the definition of a lie by commission
a statement believed to be false made with the intent to deceive
what is the definition of a lie by omission
intentionally withholding info that is relevant to the negotiation in order to gain an advantage
what approach to resolving conflict takes the most time and money
determining who has more power
which approach to resolving conflict takes the least amount of money and time
reconciling underlying interests
what is advancing a false and highly distracting issue to bring pressure to the opposing party
red herring
in distributive bargaining concessions get smaller as you reach the ____
settlement point
