Dynamics Of Neg. Quiz 1

Front 1

negotiation

-def

Back 1

an interactive communication process that may take place whenever we WANT SOMETHING from someone else or another person wants something from us.

Front 2

winner's curse

-def
-ex.

Back 2

def: after you take a deal quickly, the uncomfortable feeling of REGRET it came too easy/could've gotten more.

ex./ after an auction, feeling like you overpaid.

Front 3

"winner/loser" mentality

-def

Back 3

an attitude/reasoning of why ppl don't like negotiating

Front 4

fixed pie assumption

-def
-ex.

Back 4

def: i win, so therefore you lose. assumes people want the same thing.

ex./ 1 lime, 2 ppl. ASSUMES both just want to eat it. (vs. one person wanting the peel for martinis, one person wanting lime juice)

Front 5

distributive bargaining

1.aka
2.motivation
3.interests
4.relationship
5.# issues?
6.ex.
7. strategy to use (open ^ or v)

Back 5

1. win-lose bargaining
2. maximize own gain, power-based
3. win or lose. diametrically opposed.
4. ST
5. single issue
6. ex./ buying a car
7. open high, appear unwilling to concede

Front 6

integrative bargaining


1.aka
2.motivation
3.interests
4.relationship
5.# issues?
6.ex.
7. strategy to use

Back 6

1. win-win
2. maximize joint gain, creating value, interest-based principles
3. congruent
4. LT
5. multiple
6. joint venture
7. share interests, alternatives, make trade-offs, + relations)

Front 7

4 traits of skilled negotiator

-name
-according to whom?

Back 7

PELI

1.willingness to PREPARE
2. high EXPECTATIONS
3. patience to LISTEN
4. commitment of INTEGRITY

according to rackham and carlisle.

Front 8

snow blower negotiation lessons (2)

Back 8

-use integrative solutions to avoid leaving $$ on the table.

-figure out each person's interest priorities

Front 9

Rackham and Carlisle study of 'skilled' negotiators

1. some key points (5)
2. most exhibited ____ traits, not _____.

Back 9

1.
a.planned more 'common ground' issues
b. settlement RANGES, not fixed settlement points.
c. avoided use of irritators (competitive tactics)
d. ask 2x as many questions
e. share "internal" information
2. cooperative, NOT competitive.

Front 10

irritators

1. who studied them?
2. def
3. ex.

Back 10

1. Rackham and Carlisle
2. attacks on the other person's proposal, competitive tactics
3. rude insults, attacking political commercials

Front 11

4 phases of successful negotiations

Back 11

1. preparation
2. info exchange (negotiations dance)
3. explicit bargaining (proposing and concession making)
4. commitment

Front 12

competitive negotiation style

1. (high, low) outcome concern/ (high, low) relational concern
2. when appropriate?
3. ex.

Back 12

1. high outcome, low relation
2. when a quick decision is needed
3.sports

Front 13

avoiding negotiation style

1. (high, low) outcome concern/ (high, low) relational concern
2. when appropriate?
3. ex.

Back 13

1. low, low
2. when cooling off period needed
3. walking a different way home to avoid seeing someone

Front 14

accomodating negotiation style

1. (high, low) outcome concern/ (high, low) relational concern
2. when appropriate?
3. ex.

Back 14

1. low outcome, high relational
2. to strengthen LT relations
3. couple picking movie

Front 15

compromising/collaboration negotiation style

1. (high, low) outcome concern/ (high, low) relational concern
2. when appropriate?
3. ex.
4. deficit of strategy

Back 15

1. high, high
2. complex issues, sufficient time
3. president declaring war
4. a lot of energy is put into this style=>become burnt out

Front 16

resistance point

-def
-aka
-ex

Back 16

-def: the minimum outcome needed to satisfy negotiator

-aka bottom line

ex./ lowest price to sell a used car

Front 17

BATNA

1. stands for
2.def in question form
3. positives of a strong BATNA (4)
4. when should know it?

Back 17

1. best alternative to a negotiated agreement
2. when will i 'walk away'?
3. improves bargaining position/allows for negotiation of more favorable terms/confidence/independent!
4. BEFORE negotiating

Front 18

bargaining goals

-def
-ex

Back 18

highest LEGITIMATE expectation of what you should achieve

ex. of BAD one/ negotiate with Audi dealer for $10,000 car

Front 19

according to Dawson's power negotiation strategies, what is an MPP?

Back 19

MPP=maximum plausible position

...a high opening offer

Front 20

what does 'getting reciprocal concessions' entail? (from Dawson's strategies)

define and ex.

Back 20

def: if i do this, what will you do?

ex./used car conditions (10k IF you fix dents)

Front 21

what does = sized concessions do?

Back 21

-gives no new information about BATNA

Front 22

what does splitting the offer imply?

Back 22

a negative bargaining zone

Front 23

position vs. interest

define and ex.

Back 23

position-what you want (more $$)

interest-Why you want it (get kids through college)

Front 24

good cop bad cop

define and ex.

Back 24

when you like one side and HATE the other...contrast effect

ex./ car salesman saying boss would never agree

Front 25

highball/lowball tactic

1.define
2.ex.
3.how to deal

Back 25

1. 'too good to be true' offer

2. ex./ convince julie to play on my intramural soccer team, and then tell her of the extensive practice times and fees
3. insist reasonable offer, state understanding with facts, threaten to leave, extreme counteroffer

Front 26

bogey/ 'red herring' issues

define,purpose, ex., how to deal

Back 26

1.bring up 4/5 issues, but really only 1/2 matter. pretend something is really important, but really it's not.

2.distracts from actual neg. purpose, and makes easier to then concede

3.ex./ bring up salary raise, vacation days, and insurance...really only care about vacation days.
4.probing questions of WHY, limit concession offers to sudden reveals in position

Front 27

nibbling tactic

define and ex.

Back 27

tacking on issues at last second. works because people just want to close the deal. (squeezing technique)

ex./ salary raise..tacks on couple extra vacation days too.

Front 28

chicken tactic

define and ex.

Back 28

two cars driving at each other..who turns?

ex./ give job offer, with deadline to decide.

Front 29

consistency principle

define, michael moore ex.

Back 29

def: ppl like to be seen as consistent in decision-making.

ex./you are an ethical person. why are you working for a company(nike) making unethical decisions?

Front 30

anchor effect

define
ex
when with what hardball tactic

Back 30

-psych. filter
-shows ppl's response are affected by any additional info
-lowball tactic

Front 31

snowball tactic

1.define
2.ex
3.how to deal

Back 31

1. too much info
2.verizon sales guy saying too much technology info about cell phones
3. listen for inconsistent info, ask questions

Front 32

4 approaches to dealing with hardball tactics

Back 32

1. ignore
2.acknowledge/discuss
3. reciprocate
4.co-opt other party (befriend)

Front 33

similarity principle/liking rule

define, ex.

Back 33

def: tendency to trust ppl who appear more familiar to us. because we trust them.

ex./ alumni

Front 34

the norm of reciprocity

Back 34

i give you something, you give me something. no exact number, trust system

ex./bartenders giving bartenders free drinks.

Front 35

ways to build trust/establish relationship (3)

Back 35

1. similiarity-attraction effect
2. reciprocity norm
3. share internal info (sharing resistance pts)