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14 Cards in this Set
- Front
- Back
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Distributive bargaining
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A competitive process for determining how to distribute or allocate scarce resources. Generally a win-lose proposition.
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Cooperative/congruent bargaining
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A less competitive negotiation process that generally results in a win-win resolution with minimal conflict.
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Mixed motive bargaining
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A mix of distributive and cooperative bargaining. The most common form of bargaining.
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Positions
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The primary focus of distributive bargainers, who typically try to persuade the others side to accept their position. Individual perceptions of the issue.
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Alternatives
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These define your resistance points and your ability to walk-away from the negotiation.
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Defining the situation
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Nature of the interaction
Other negotiations Obligations to negotiate with this party Relative power Resources and constraints Others who may affect or be affected by your negotiation Environment or context |
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Preparation
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Defining the situation
Setting goals Determining your strategy |
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Conflict
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The tension that arises between people due to real or imagined reasons
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Negotiation
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A social process where conflict is resolved.
Results in an allocation of resources or an agreement on how individuals will work together in the future. |
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Tangible sources of conflict
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Land, money, resources
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Intangible sources of conflict
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Respect, fear, self-protection, status
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Characteristics of negotiation
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1) Two or more parties
2) Interaction must be a result of a conflict between parties 3) You anticipate a better outcome as a result of the negotiation 4) The parties involved prefer mutual agreements to other outcomes 5)The parties understand that there will be give and take 6) Tangible and intangible components are involved in the negotiation |
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When negotiating makes sense
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1) When you need the help of others
2) When others can give you more than what you can get on your own 3) When you are willing to give up resources valued by others 4) When working with another party can help you overcome challenges with other parties |
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When to avoid negotiations
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1) When negotiating is risky for you
2) When you don't have an interest in the outcome 3) If you are not prepared 4) If another strategy works in your favor 5) If the other party is too demanding |
