Summary: Negotiation

Read the summary and the most important questions on Negotiation

• session 1

  This is a preview. There are 67 more flashcards available for chapter 31/10/2014
  Show more cards here

• What makes a bad negotiation? (4 points)

  -settling for too little (winner's curse)
  -Settling for terms that are worse than your current situation (agreement bias)
  -Walking away from the table (hubris)
  -Leaving money on the table (lose-lose negotiation)

• Name the Course structure for negotiation

  Frameworks (tools to organize your framework)+Findings (what works, what doesn't) + Practice (hands on experience) + Feedback (outcomes, other's perception) +Reflection (your analysis)

• Name a couple of things (less helpfull and more helpfull) of that are helpful as a coach for negotiating in giving and receiving feedback. 

  less helpfull: 
  

  • character judgement ( 'you're too nice, your problem is you give too much)
    
  • categorical observations (' you always share too much information')
    
  • no reinforcement
    
  • no suggested changes

  more helpful:
  

  • Specific behavior 
    
  • contigencies (when X happens, you seem to do Y)
    
  • reinforcement
    
  • suggestions. 
    

• What do you need to under stand the ZOPA or Bargaining Zone?

  'know thyself, know thy enemy. A thousand battles, a thousand victories'. 
  'Know thy BATNA, know thy enemy's BATNA'

• What do you need to negotiate effectively?

  -your RP
  -a central goal is to uncover your partner's RP while not revealing yours

• Essentials of Neg. Ch 1: What is the difference between bargaining and negotiating?

  Bargaining: win-lose situations, such as haggling over prices at the market. 
  Negotiating: win-win situations, parties try to find mutually acceptable solutions to a complex conflict. 

• Name 6 characteristics of negotiation situations (Essentials of Neg. Ch1):

  1. There are 2 or more parties
     
  2. There is a conflict of needs and desires between 2 or more parties
  3. The parties negotiate by choice
  4. There is a give-and-take process (however, truly creative negotiators do not compromise, but rather invent solutions that are satisfying to all parties involved).
  5. The parties prefer to negotiate instead of fighting openly
  6. Successful negotiations involve the management of tangibles (prices or agreement) and the resolution of intangibles (need to win/be fair)

• Name 8 situations when you shouldn't negotiate (Essentials of Neg. Ch 1):

  When (you):
  

  1. could lose everything
  2. are sold out
  3. the demands are unethical
  4. don't care
  5. don't have the time
  6. they act in bad faith
  7. waiting would improve your situation
  8. are not prepared 

• 4 key factors leading to bad decisions (Essentials of Neg Ch 1):

  1. Rivalry
  2. Time pressure
  3. The spotlight
  4. The presence of attorneys (= lawyers)

• 2 types of interdependence (Essentials of Neg. Ch 1):

  - Zero-sum/distributive situation: negative correlation between goal attainment of two/more parties (e.g. 100m sprint game) or when parties compete for scarce resources (e.g. dividing the budget of an organisation between departments)
  
  - Non-zero-sum/integrative situation - pos. correlation between goal attainment of two/more parties (e.g. good music composer + good lyrics writer = good song/ 1 + 1 = 3)