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CST3-Negotiations
Negotiations
| Question | Answer |
|---|---|
| Distributive Negotiations | others are adversaries; processes: identify and defend a position, argue persuasively, use power tactics; outcomes: compromises the split differences |
| Integrative Negotiations | Others are partners in a win-win game; processes: reframing problems, focus on interests, invent options for mutual gain; outcomes: mutual gain agreements |
| Negotiators Dilemma | blending integrative cooperative strategies that create value with distributive competitive strategies that claim value |
| BATNA | Best Alternative to a Negotiated Agreement |
| Reservation Price | the worst agreement you could walk away with |
| ZOPA | Zone of Possible Agreement |
| Value Creation through Trades | trading something with low value to the holder to another that values that item highly |
| Tactics to Negotiations (Distributive) | Do not be disclosing, learn the interests of the other side, establish an anchor, offer stuff like it's "killing" you, present deadlines to create urgency, ABC |
| Tactics to Negotiations (Integrative) | inquire about interests, be disclosing, explore mutual interests, take your time |
| 9 Specific Steps to a Deal | 1.Determine Reservation Price 2.trades (create value) 3.ID BATNA 4.improve your BATNA 5.Study the other side 6.Gather objective criteria 7.Assess who has authority 8.Prepare for flexibility 9.Alter the process in your favor |
| Multiparty Negotiations | Coalitions can form among parties |
| Natural coalitions | broad range of common interests; likely to be frequent allies |
| Single Issue Coalitions | parties unite on a single issue |
| Blueprint of Negotiation | What happens if you don't agree and what happens if you do |
| CNA same as BATNA (MOVIE) | Consequence of NoAgreement - what are your options and what are the others options |
| Barriers to Agreements | Die-hard bargainers, lack of trust, weak commitments, gender and culture, communication |
| Errors that Prevent Agreements | irrational escalation, unreasonable expectations, over confidence, unchecked emotions |
Created by:
gwellnvrmind
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