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128 Cards in this Set
- Front
- Back
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Distributive bargaining is often characterized by... |
Mistrust and suspicion
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Integrative Negotiation is characterized by... |
Trust and Openness |
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Intragroup conflict |
Conflict affects the ability of the group to resolve differences and continue to acheive its goals effectively |
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interdependent parties relationships are characterized by... |
Interlocking Goals |
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Satisfaction with a negotiation is determined by... |
The process through which an agreement is reached and by the actual outcome obtained by the negotiation |
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A zero-sum situation is also known by another name of a situation, which is... |
Distributive |
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To most people the words "bargaining" and "negotiation" are... |
Interchangeable |
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Concession making... |
- Indicates an acknowledgement of the other party - Shows a movement toward the other's position - Implies a recognition of the legitimacy of the other party's position - Recognizes the other party's position |
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The bargaining rage is defined by... |
The opening offer and the counteroffer |
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Disruptive action tactics can cause... |
Embarrassment Increased Costs Anger Escalation of Conflict |
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The resistance point is established by the _____ expected from a particular outcome. Which is in turn the product of the ______ and ______ of and outcome. |
value; worth; costs
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The target point is the.... |
Point at which a negotiator would like to conclude negotiations
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A large majority of agreements in distributive bargaining are reached when the deadline is.. |
Near |
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What questions can be asked to facilitate nonspecific compensation? |
What are the other party's goals and values? |
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When people do not trust each other, they are more than likely to engage in which behavior? |
Positional Bargaining |
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Which guideline should be used in evaluating options and reaching a consensus? |
Be alert to the influence of intangibles in selecting options |
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In nonspecific compensation... |
One person is allowed to obtain his objectives and "pay off" the other person for accommodating his interests. |
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Successful logrolling requires.... |
that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue. |
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What is not necessary for integrative negotiation to succeed? |
Each part should be as interested in the objectives and problems of the other as each is in his own. Each must assume responsibility for the others needs and outcomes as well as for his own. |
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Under which protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised? |
How will we keep track of what is agreed to? |
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Effective Planning requires hard work on... |
Defining the issue Defining the bargaining limit Defining interests Defining limits and alternatives |
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What are key steps to an ideal negotiation process? |
Preparation
Relationship Building Information Gathering Bidding |
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Characteristic of collaborative strategies include... |
Long-term focus
Trust and Openness Efforts to find mutually satisfying solutions Pursuit of goals held jointly with others |
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A negotiator should ask which questions when presenting issues to the other party to assemble information? |
What facts support my point of view?
Whom may I consult or take with to help me elaborate or clarify the facts? What is the other party's point of view likely to be? How can I develop and present the facts so they are more convincing? |
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If the other party has a strong viable alternative, he will... |
Set and push for high objectives
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Tangible factors |
Include the price or terms of an agreement
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win-win |
a situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict
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In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the |
Cooperativeness dimension and the assertiveness dimension
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The more you can convince the other party that your costs of delay or aborting the negotiations are _____ , the more modest will be the other's resistance point |
Low
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The opening stance is... |
The attitude to adopt during the negotiation
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Good distributive bargainers will... |
Ensure that there is enough room in the bargaining range to make some concessions
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"What are the other's real underlying interests and needs?" is a question that can facilitate the _________ process. |
Bridging and superordination
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A joint goal is one in which... |
Individuals with different personal goals agree to combine them in a collective effort
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What is the primary determinant for success in negotiation? |
The planning that takes place prior to the dialogue |
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Interests can be... |
Substantive process based relationship based based in the intangibles of a negotiation |
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what approach to ethical reasoning has as its central tenet that actions are more right if they promote more happiness, more wrong as they produce unhappiness? |
end-result ethics |
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When using "altered information" tactic to detect deception, one should... |
Exaggerate what they believe is the deception and state it, hoping that the other will jump in to "correct" the statement |
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which aregument refutes Carr's claim that business strategy is analogous to poker strategy? |
Most games do no legitimize deception, and therefore business should not be analogous to a game that does legitimize decpetion
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Which tactic is seen as inappropriate and unethical in negotiation |
misrepresentation
bluffing misrepresentation to opponent's network inappropriate information collection |
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Duty ethics is... |
The rightness of an action is determined by existing laws and contemporary social standards that define what is right and wrong and where the line is
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What tactic is the least preferable method of responding to another party's distributive tactics or "dirty tricks" |
Responding in kind
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what is a cognitive bias? |
ther irrational escalation of commitment
The belief that the issues under negotiation are all "fixed pie" The process of anchoring and adjustment in decision making The Winners curse |
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The best way to manage perceptual and cognitive biases... |
Be aware that they exist
Participate in group discussions Tell people about the bias Complete a questionaire |
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What is the order of stages of the perceptual process? |
Stimulus
attention recognition translation behavior |
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Which cognitive bias can lead negotiators to discount the worth or validity of the judgement of others? |
Overconfidence
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The availability of information bias operates with what statement? |
When information that is presented in vivid, colorful, or attention-getting ways become easy to recall, and thus also becomes central and critical in evaluating events and optionsq |
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What factors can affect how the conversation is shaped? |
- Negotiators tend to argue for stock issues, or concerns that are raised every time the parties negotiate
- Each party attempts to make the best possible case for his preferred position or prespective - Frames may define major shifts and transitions in a complex overall negotiation - Multiple agenda items operate to shape issue development |
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How much to believe of what the other party tells you... |
- Depends on the reputation of the other party
- Is affected by the circumstances of the negotiation - Is related to hwo he treated you in the past - Is the dilemma of trust |
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The objective of both parties in distributive bargaining is to obtain as much of what? |
Bargaining range
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When identifying options in an integrative negotiation, solutions are usually attained through... |
- Hard work
- Information Exchange - Focusing on interest rather than positions - Firm flexibility |
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The less concrete and measurable goals are... |
The harder it is to communicate to the other party what you want
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Dilemma of trust |
We believe everything the other says and can be manipulated by the dishonesty
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Projection occurs when... |
People ascribe to others the characteristics or feelings that they possess themselves
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Negative emotions may lead parties to... |
Escalate the conflict
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In passive listening... |
The receiver provides no feedback to the sender about the accuracy or completeness of reception
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what is not one of the five linguistic dimensions of making a threat? |
The extent of low-power lanuage style
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Questions can be used to... |
- Manage difficult or stalled negotiations
- Pry or lever a negotiation out of a breakdown or an apparent dead end - Assist or force the otehr party to face up to the effects or consequences of their behaviors - Collect and diagnose the information |
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Define exonerating circumstances... |
Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives |
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What are the most dominant contributors to breakdowns and failures in negotiation? |
Failures and distortions in perception, cognition, and communication |
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Gibbons, Bradac, and Busch suggest that threats can be made more credible and more compelling by using... |
High intensity |
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Lytle and her colleagues found that most negotiators cycled through three strategies during the same encounters; what are they? |
Interests, rights, power |
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One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who can do business with, what is an example? |
Constrain yourself |
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Tactics designed to create power equalization are often employed as a way to... |
Level the Playing Field |
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What is not a major source of power? |
Organizational sources of power |
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What are major sources of power |
Informational Personal Relationship-based Contextual |
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Nearly 50 years ago there were five major types of sources of power that could be excercised. What isn't one of the 5? |
Personal Power |
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Nearly 50 years ago there were five major types of sources of power that could be excercised. What are the 5? |
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Reward Power |
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Coercive Power |
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Legitimate Power
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Referent Power
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When using the justification that the "tactic was unavoidable" the negotiator is saying that... |
The negotiator was not in full control of their own actions and hence should not be held responsible
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McCormack and Levine found that victims had stronger emotional reactions to deception when... |
Lying was seen as an unacceptable type of behavior for that relationship
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saving "face" |
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when negotiating with chinese, what cultural elements should be examined?
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- Social Linkage
- Harmony - Roles - Reciprocal obligations |
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What is a type of manageable question? |
Leading questions that point toward an answer
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five linguistic dimensions of making threats |
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expert power |
Accorded to those who are seen as having acheived some level of command and mastery of specific information |
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What statements are supported by research in communal sharing relationships? |
- More cooperative and empathetic
- Craft better quality agreements - Focus more attention on the norms that develop about their working together - More likely to share information with the other and less liekly to use coercive tactics |
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Within relationships, we see that parties shift their focus considerably, away from a sole focus on price and exchange, to also attend to... |
- The future of the relationship
- The level of trust between teh aprties - The emotions and evaluations of the other negotiator - Question of fariness |
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Which type of justice is about the process of determining ourcomes? |
Procedural
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Distributive justice |
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Interacitve Justice |
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Systemic Justice |
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There are several ways that an existing relationship changes negotiation dynamics. What is not one of the ways? |
Negotiating with relationships takes place immediately at the beginning
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How does an existing relationship change negotiation dynamics? |
- Negotiation may never end
- Relationship preservation is the overarching goal - Distributive issues can be emotionally hot - In many negotiations, the other person is the focal problem |
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Because relationship negotiations are never over... |
It is often impossible to anticipate the future and neogitate everything up front
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Laboratory controlled research is much easier to conduct than field research because studying live negotiators in the middle of an often complex negotiation causes them to object to... |
- conduct interviews
- Ask questions - Publicly report actual successes - Publicly report actual failures |
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In multiparty negotiations, research shows that parties who approached multiple issues simultaneously... |
Increased the likelihood of acheiving and agreement
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How do multiparty negotiations differ from two-party deliberations? |
- Multiparty negotiation have more negotiators at the table
- More issues and mroe info are introduced than when two parties negotiate - The environment changes from a one-on-one dialogue to small group discussion - The process for multiparty negotiators is mroe complex than two-party ones |
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When a group wants to achieve a consensus or unanimous decision, the responsibility of the chair is to be constantly attentive to the group process. What should the chair not do? |
Introduce external information or let the parties suggest them to distract. Introduce internal info that will help illuminate the issues and interests
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What are the three key stages and phases that characterize multilateral negotiations? |
- Pre-negotiation stage
- Managing the actual negotiations - Managing the agreement stage |
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5 ways in which the complexity increases as three or more parties simultaneously engage in negotiation; what is not one of those? |
When negotiations become socially more complex, the social norms emerge that affect member participation, which reduces the stronger pressures to conform and suppress disagreement
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The delphi technique |
a moderator who sends out a questionnaire to all parties asking for input; used to avoid destructive conflict and emotion
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Nominal Group technique |
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The consensus technique |
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The compromise technique |
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In an accomodative negotiation, the relationships... |
may be either short term or long term
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Research has shown that negotiators use what two forms of deception in misrepresenting the common-value issue? |
misrepresentation by omission
misrepresentation by commission |
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misrepresentation by omission |
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misrepresentation by commission |
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The distinction between mood and emotion is based on what characteristics? |
Specificity Intensity Duration |
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In the Connect Model and the Requirements for Building a Relationship, what does the "t" stand for? |
Track it! |
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The connect model and the Requirements for Building a Relationship |
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What most influences relative bargaining power? |
Management Control |
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The individualism/collectivism dimension describes... |
The extent to which the society is organized around individuals or the group |
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Political and legal pluralism can make cross sultural negotiations mroe complex because... |
- There may be implications for the taxes that the organization pays - Implications for the labor codes or standards that the organization must meet - May be different codes of contract law and standards of enforcement - Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times |
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What does the term "culture" refer to |
Shared values, beliefs, and behaviors of a group of people |
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The "Culture-as-shared-value" approach... |
Concentrates on understanding the central values and norms of a culture and then building a model for how these norms and values influence negotiations within that culture |
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Risk-Avoiding dultures will |
Seek further information |
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Negotiators should make a conscious decision about whether they are facing a fundamentally, distributive negotiation, an integrative negotiation, or... |
Blend of both distributive distributive and integrative negotiation. |
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Research suggests that too much knowledge about the other party's needs can lead to a |
suboptimal negotiation outcome |
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Getting the other party to reveal why they are sticking so strongly to a given point is an example of which practice? |
Remember the intangibles |
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Remember the intangibles |
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Actively manage coalitions |
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Savor and protect your reputation |
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Master the key paradoxes |
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Excellent negotiators understand that negotiation embodies a set of... |
Paradoxes |
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Negotiation is fundamentally a skill involving ______ and ______ that everyone can learn |
Analysis and communication |
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At the top of the best practices list for every negotiator is... |
Preparation |
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intragroup |
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intergroup |
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Distributive bargaining |
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zero-sum |
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resistance point |
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positional bargaining |
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Logrolling |
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yielding strategy |
Negotiators show little interest or concern in whether they attain their own outcomes, but are quite interested in whether the other party attains his outcomes.
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