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Negotiations week 3
| Question | Answer |
|---|---|
| 3 types of negotiation | distributive, integrative, mixed |
| distributive | simply dividing fixed pie, fixed sum when win what other loses, typically one issue and strictly opposing interests |
| integrative | enlargen pie, create value so win win, involves multiple issues, have complementary issues with diff level of importance |
| 5 distributive strategies | - good cop bad cop, low ball high ball, bogey (pretend something doesnt matter when it does), nibble, intimidation, snow job (overwhelm them with info) |
| position | what party says they want, explicit, surface level statement |
| interest | why they want what they say they want, less explicit, underlying reasons, values, goals - provides basis for win win |
| 3 determinates of type of negotiation | nature of interests, diff among negotiators, negotiator skills |
| best negotiations create value | - no issue should be resolved first: shouldnt negotiate them sequentially, finalize after discussing them all - pareto efficient frontier: can't claim additional value without making someone worse off |
| 4 strategies for integrative | build trust and share info, ask questions, give away some one, make multiple offers simultaneously |
| 6 mistakes in negotiating | neglecting other sides problem, letting price or position buldoze interests, searching too hard for common ground, neglect BATNA, fail to correct skewed vision |
| self serving role bias | unconsciously interpret info pertaining to own side in serving way |
| partisan perception | bad at assessing other side |
Created by:
emilysun77