Ch.1

Question 1

Def of negotiations

Answer 1

Decision-making situations in which two or more interdependent parties attempt to reach agreement

Question 2

Characteristics of a negotiation situation(6)

Answer 2

1. There are two or more parties
2. There is a conflict of needs and desires between two or more parties
3. Parties negotiate by choice. Parties negotiate because they think they can get a better deal than by simply accepting what the other side offers them
4. Parties expect a “give-and-take” process. We expect that both sides will modify or move away from their openings statements. Expect some kind of compromise
5. Parties prefer to negotiate rather than fight
6. Management of tangibles and the resolution of intangibles.

Question 3

Successful negotiation involves

Answer 3

• management of tangibles(e.g., the price or the terms of agreement)
• resolution of intangibles (underlying psychological motivations that directly/indirectly influence the parties)

Question 4

Most relationships between parties may be characterized in one of 3 ways

Answer 4

Interdependent
Independent
Dependent

Question 5

Interdependent parties are characterized by

Answer 5

interlocking goals. A mix of convergent and conflicting goals characterizes many interdependent relationships. The parties need each other to accomplish their objectives.

Question 6

zero-sum or distributive situations

Answer 6

one winner only

Question 7

Non-zero-sum or integrative situations

Answer 7

goals are linked to achieve a mutual gain

Question 8

What does BATNA stand for

Answer 8

Best Alternative to a Negotiated Agreement

Question 9

concessions

Answer 9

Both parties engage in mutual adjustment as each attempts to have an influence on the other

when one party alters his/her position based on the other party’s suggestion to do so

When one party agrees to make a change in position, the party has made a conscession

Question 10

Examples of intangibles in negotiation.

Answer 10

1. The need to win, beat the other party, or avoid losing
2. The need to look good, competent, or tough to the people you represent.

Question 11

Dependent parties are characterized by

Answer 11

must rely on others for what they need

Question 12

Independent

Answer 12

parties are able to meet their own needs without the help and assistance of others.

Question 13

A mix of ______ and ______ goals characterizes many interdependent relationships

Answer 13

convergent and conflicting

Question 14

What are the two dilemmas in mutual adjustment

Answer 14

• Dilemma of honesty
• Dilemma of trust

Question 15

What is the dilemma of honesty

Answer 15

• concern how much of the truth to tell the other party

Question 16

Explain dilemma of trust

Answer 16

how much of what the other party tells them should negotiators believe?

Question 17

Two efforts in negotiation help to create trust and beliefs:

Answer 17

• Outcome perception
• Process perception

Question 18

Explain Outcome perception

Answer 18

Outcome perceptions can be shaped by managing how the receiver views the proposed result
- Perception of results can create/destroy trust

Question 19

Explain process perception

Answer 19

The process itself has an effect on trust in negotiations

Perception of the trustworthiness and credibility of the process can be enhanced by conveying images that signal fairness and reciprocity in proposals and concessions

Question 20

Distributive bargaining

Answer 20

there can only be one winner given the situation an pursues a course of action to be that winner. Purpose s to CLAIM VALUE

Question 21

Integrative negotiations

Answer 21

attempts to find solutions so both parties can do well and achieve their goals. Purpose of the negotiation is to create value

Question 22

Create value goes with ______

Answer 22

integrative negotiations

Question 23

Claim value goes with _________

Answer 23

distributive negotiation

Question 24

Most actual negotiations are a combination if value-claiming and value-creating processes. The implications of this are:

Answer 24

Negotiators must be able to recognize situations that require more of one approach than the other

Negotiators must be versatile in their comfort and use of both major strategic approaches

Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive/competitive than they really are

Question 25

Conflict

Answer 25

sharp disagreement or opposition" and includes "the perceived divergence of interest, or a belief that the parties' current aspirations cannot be achieved simultaneously

Question 26

The dual concern model postulates that people in conflict have two independent types of concern:

Answer 26

1) Concerns about their own outcome (assertiveness)- horizontal 2) Concern about the other’s outcome (cooperativeness)- vertical

Question 27

Describe forcing/ dominating/ competing on the dual concern model

Answer 27

high on assertiveness, low of cooperativeness - pursue their own outcomes strongly and show little concern for the other party

Question 28

Yielding/ accommodating/ obliging

Answer 28

high on cooperativeness low on assertiveness - show little interest or concern on whether they attain their own outcomes.

Question 29

Avoiding/ inaction

Answer 29

low on both show little interest in whether they attain their outcomes, and little concern for others.

Question 30

Problem solving/ collaborating/integrating

Answer 30

high on assertiveness and high on cooperativeness the two parties actively pursue approaches to maximize their join outcome from the conflict.

Question 31

Compromising

Answer 31

located in the middle moderate effort to pursue our own outcomes and a moderate effort to help the other party achieve their outcomes.

Question 32

So, what are the 5 major strategies for conflict management

Answer 32

Forcing - Competing or dominating Yielding - Accommodating or obliging Avoiding - Inaction Problem solving - Collaborating or integrating Compromising