1
Q
When is negotiation important?
A
- When power position is low.
- Trust level is high
- Time is available.
- Commitment exists
Conflict can arise when negotiating due to different needs, wants, aims and beliefs.
2
Q
Types of conflict
A
Task related conflicts and emotional conflicts.
Task related: when two parties are unable to move forward on a task due to differing needs, behaviors or attitudes.
3
Q
Two types of negotiations
A
Distributive and Integrative
4
Q
Distributive Negotiation
A
Adversarial negotiation in which the parties in conflict compete to win the most resources while conceding as little as possible.
Back and forth exchange of offers.
5
Q
Integrative Negotiation
A
A win-win negotiation in which the agreement involves no loss to either party.
