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21 Cards in this Set
- Front
- Back
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What is Negotiation? |
A process where two or more people share their concerns and interests to reach an agreement of mutual agreement. Mutual Agreement is where the benefits of the negotiations are commonly shared by both parties. |
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Successful negotiations are? |
- collaborative - empathetic - open to new ideas - understanding of diverse interests and concerns - communicate clearly and confidently - display honesty and integrity |
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Who is negotiation relevant to? |
Everyone. Professional and personal. |
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Workplace Negotiations happen _____ and _______. |
Workplace negotiations happen internally (between manager and employee) and externally (Organisation and external parties). |
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Negotiation happens in what stages? |
1. Staffing Stage; hours, duties, roles. 2. Learning, training and development 3. Performance Management; positive & negative outcomes at performance review 4. Reward Management; determining rewards and benefits as result of performance. |
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Success of the negotiation will depend on what? |
Management style and organisational culture. |
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What are the different types of managers? |
1. Pluralist Manager: person who believes in a diversity of views and stands rather than a single approach or method of interpretation. Will be more comfortable with negotiation 2. Unitarist Manager: integrating ideas and working harmoniously, may not see the role negotiation can play but they acknowledge that the process can be used to build relationships and therefore restore workplace harmony. |
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What are BATNA and WATNA? |
BATNA- Best alternative to negotiated agreement. WATNA- Worst alternative to negotiated agreement. |
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Distributive Negotiation? |
Win-Lose Situation. One side secures most benefits. It encourages tactics that may be destructive. |
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Integrative Negotiation is? |
A Win-Win situation. Both parties interests are fulfilled. |
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Principled Negotiation is a _____ approach and is taken to determine mutually beneficial solutions. |
Problem Solving |
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Mixed-Motive Negotiation involves some ____ and ______ elements |
Mixed-Motive Negotiation involves some distributive and integrative elements |
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What are the 6 power styles that drive Tactical Decisions and influence Mutual Dependence? |
Position power:
- Coercive - Reward - Legitimate Personal Power: - Expert - Referent - Information |
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What are the 5 Negotiating Styles? |
1. Competing Style 2. Avoiding Style 3. Compromising Style- Lose-Lose 4. Accommodating style- Reputation/Networks 5. Collaborating Style - Win Win |
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What are the 5 Stages of Negotiation? |
1. Preparation and planning 2. Defining Ground Rules 3. Clarification and justification of your case 4. Bargaining and problem solving 5. Closure and Implementation |
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What things must be considered in Stage 2: Defining Ground Rules of the Negotiation process? |
- Where will the negotiation take place? - What parties will be present? - What timeline will be followed? - How will the parties conduct themselves? Acceptable behaviours? |
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Give an example of a situation that might occur in Stage 4: Bargaining and Problem Solving |
A mother working for company and she wants to work flexible hours in order to provide for her kids. Negotiates some of her hours working from home. |
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What must you highlight in Step 5: Closure and Implementation ? |
You must highlight the win-win aspects and also whether Ultimatums (requests followed by some form of threat to ensure that compliance is achieved) were used. |
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All negotiations must be done in _____? |
Writing. |
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A successful negotiator follows what 7 steps? |
1. Serious thought and preparation 2. Managing self and emotions 3. Good communication skills 4. Look forward, not backward 5. Separate people from problems 6. Focus on interests, not fixed positions 7. Adopt a win-win attitude. |
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Provide a Negotiation Scenario? |
A couple wants to buy a house at the lowest possible price. The parties involved are themselves, the real estate agent and the elderly owners of the house. The couple attempts to negotiate a lower price, however, they will not budge. They identify that there is excess furniture in the house and negotiate that they will pay a lower price and they will take the furniture off their hands, as well as extending the time frame so the elderly owners can find a new house to move into. |
