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Negotiations week 2

QuestionAnswer
5 conflict management styles forcing, yeilding, avoiding, problem solving, compromising
when is forcing preferable and problematic - prefered when: need speedy decision, issue important to you, other party lack expertise - problematic when issue complex, parties have equal power
yeilding - accomodating, obliging, lower aspiration to give into requests - fall into agreement trap, find negotiating uncomfy
when is yeilding preferable and problematic - prefered when issue more important to one person, relationship important - problematic when issue important to you, other party unethical
avoiding - inaction, show little interest in agreement or negotiation, dont like conflict - fall into lose lose trap
when is avoiding preferable and problematic - prefered when issue trivial, use to cool off - problem when issue important to you, need to be fast
problem solving - collab, integrative, pursue solution that satisfies both parties - most effective
when is problem solving preferable and problematic - prefer when issue complex, time, relationship - problem when purely distributive, deal simple
compromising - suboptimal behavior, not the best - could fall into lose lose
when is compromising preferable and problematic - prefer when goals similar - probelm when leave value on table
opening offer must balance fairness with target, don't want too close to reservation, should be beyond target is target is reasonable - intial offer better predictor of final offer than any other one
is it better to make first offer - control negotiation by making it, best to make it first unless other person has more info than you or you dont know their bottom line
anchoring effect once number is given, tend to be influenced by this number
first offer effect - all things being equal, person who gives first offer will have the best deal - best if you have equal or more info - and avoid anchoring too close to reservation price
first offer regret when first offer is taken immediately
winner's curse when offer is given and other party immediately agrees
Created by: emilysun77
 

 



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