Last Modified: 2012-10-26
- conflict between parties
- two or more parties involved
Intangible factors in a negotiation include:
- the need to look good
- the desire to book more business
- fear of setting a precedent
The pattern of give-and-take in negotiation is acharacteristic exclusive to ____ ____
How much to believe of what the other party tells you in anegotiation depends on:
How much to believe of what the other party tells you in anegotiation is affected by:
- the circumstances of the negotiation
How much to believe of what the other party tells you in anegotiation is related to:
How much to believe of what the other party tells you in anegotiation is the dilemma of ___:
In intra-group conflict, conflict affects the ability of thegroup to _____ _____ and continue to ___its _____ ______ .
A creative negotiation that meets the objectives of allsides may not require _____on either party’s part.
Whether or not one or both parties in a distributivebargaining situation achieve their objectives will depend upon the _____and___they employ.
when the buyer’s resistance point is above the seller’s.
when the seller’s resistance point is above the buyer’s.
Central to planning the strategy and tactics fordistributive bargaining? effectively locating the other party’s resistancepoint.
When assessing the other party’s target, resistance pointand costs to terminating negotiation, an important first step for a negotiatoris to...?
The more you can convince the other party that your costs ofdelay or aborting negotiations are low, the more modest the other’s ____ ____will be.
The five positions taken during distributive negotiationsinclude:
- Opening offers
- Opening stance
- Initial concessions
- Pattern of concessions
- Final offers
The ____ ____stance attitude to adopt during thenegotiation.
When successive concessions get smaller, what is the most obviousmessage
to pressure targeted parties to do things they would nototherwise do.
Aggressive behavior tactics include: (4)
- the relentless push for further concessions
- asking for the best offer early in negotiations
- asking the other party to explain and justify their proposals item by item
- forcing the other side to make many concessions to reach an agreement
- Good Cop/Bad Cop
- The Nibble
- Aggressive Behavior
- Snow Job
Successful integrative negotiation requires that thenegotiators search for solutions that meet the _____and _____of ____ ____
In an integrative negotiation, negotiators must be firm about their ______ and ______, but flexible about the manner in which theseinterests and needs are _____ through ______.
In integrative negotiation, outcomes are measured by thedegree to which they _____both ______’ _____.
- a focus on commonalties
- a required exchange of information and ideas
- the use of objective criteria for standards of performance
- identifying and defining the problem
- understanding the problem and bringing interests and needs to the surface
- generating alternative solutions to the problem
- evaluating and selecting a specific solution
When identifying options in an integrative negotiation,solutions are attained through:
- hard work
- information exchange
- focusing on interests rather than positions
- firm flexibility
When confronted with complex problems, or a large number ofalternative solutions, negotiators must evaluate solutions on the basis of ____ and ___.
- to a goal that benefits both of them rather than pursuing only their own ends
- conversations over coffee breaks
- separate meetings between chief negotiators outside of the formal sessions
- off-the-record contacts between key subordinates
Distributive strategies tend to create “we-they” or“superiority-inferiority” patterns, which often lead to distortions in _______ regarding the other side’s contributions and efforts, and to distortions in____ of the other side’s values, needs and positions.
- allowing insufficient time for planning
- failing to set clear objectives
- depending on being quick and clever during negotiations
- long-term focus
- trust and openness
- efforts to find mutually satisfying solutions
- pursuit of goals held jointly with others
- Negotiation and Bargaining
- Best Alternative to a Negotiated Agreement (BATNA)
- Document Agreed Upon Issues and Negotiate “Deal Points”
- Contract Creation and Completion
- Implement and Manage Contract
- Monitor and Document Contract Successes and Failures
As a problem is defined jointly, it should accurately reflect both parties' ____________ and ____________.
Problem definition should specify what ____________ must be overcome for the goal to be attained.
_________ interests are related to how the negotiations unfold.
Successful ____________ requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
____________ ____________occurs in integrative negotiation when one party is allowed to obtain his/her objectives and then "pays off" the other person for accommodating his/her interests.
A ____________ goal is one in which both parties work toward a common end but one that benefits each party differently.
When people trust each other, they are more likely to share _____________ and to _____________ accurately their needs, positions, and the facts of the situation.
When there are strong negative feelings or when one or more parties are inclined to dominate, negotiators may create ____________, ____________ procedures for communication.
____________ hold that the moral value and worth of a particular action is judged on the basis of the consequences it produces.
The six categories of marginally ethical negotiating tactics are: 1) competitive bargaining, 2) emotional manipulation, 3) misrepresentation, 4) misrepresentation to opponent’s networks, 5) inappropriate information gathering, and 6) ____________.
Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.
The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator’s ______________ in the bargaining environment.
Explanations and justifications are self-serving ____________ for one’s own conduct.
“Calling” the tactic indicates to the other side that you know he is ____________ or ____________.
If you are aware that the other party is bluffing or lying, simply ______________ it, especially if the deception concerns a relatively minor aspect of the negotiation
In general, the “respond in kind” approach is best treated as a ____________ ____________ strategy.
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