Topic 7 (Chapt. 13) Flashcards
What is negociation?
- confering with others in order to reach an agreement
- to settle by discussion and arrangement
- a child tryig to convince parent to buy toy/candy
- a union repsits down with management for annual review of wages and conditions
- an employee asks for a raise
Define ‘zero sum outcome’
A situation in which one person’s gains equal another person’s losses
Define ‘negative sum outcome’
A situation in which both parties win
Define ‘positive sum outcome’
A situation in which both parties win
Define ‘win-win situation’
A positive sum outcome
Define ‘BATNA’ (for best alternative to a negociated agreement)
Another choice or substitute action that may produce an outocme superior to any outcomewe might gain from a negociation process
- e.g. a couple can’t agree who is paying the check- the restaurant owner, a romantic at heart, tells them the food is on the house
Define ‘WATNA’ (for worst alternative to a negociated agreement’
Another choice of substitute action that may produce and outcome inferior to any outcome we might gain from a negociation process
- e.g. a couple can’t agree who is paying the check- no-one pays and the restaurant calls the police
Define ‘Plan B’
Alternative course of action that can give you flexibility in negociations
Define ‘MLATNA’ (most likely alternative to a negociated agreement)
(also PATNA: probable alternative to a negociated agreement - same as MLATNA)
Another choice or substitute action that may produce an outcome superior to any outcome we might gain from a negociation process - usually less extreme and more realistic than BATNA or WATNA
Define ‘bottom line’
Point beyond which no more concesssions can be made to the other side without damaging our side’s assets and position (aka fallback position, limit or resisitance point)
Define ‘consession’
Something that can be given to the other side, usually in return for something else (aka tradeables)
- we will work overtime at reduced rates
- i will do the dishes for you
Define ‘distributive bargaining’
A negociating process in which the two sides try to concede as little as possible and to gain as much as they can - a zero-sum approach using a positions-based approach rather than an interests-based approach
Define ‘integrative bargaining’
A bargaining approach in which the negociators try to move from a position-based approach to an interests-approach
Define ‘Winner’s cure’
The perceotion that we have got the bad part of a deal; uslaly because we were full of enthusiasm but short on information
