Chapter 13: Negotiation

definition of negotiation process that occurs when two or more parties decide how to allocate scarce resources Distributive bargaining – bargaining over price of a car you want to buy – any gain one person makes is at the other’s expense – who gets what share of a fixed pie Read more…

Ch. 13 International Negotiation

Q: International negotiation Is the process of making business deals across national and cultural boundaries. Q: All of the following are true about international negotiation EXCEPT Most successful international negotiators use their home country negotiation styles. Q: The Whorf hypothesis Suggests that language determines the nature of culture. Q: High Read more…

Negotiations

What are the 4 phases of a negotiation? 1. preparation 2. information exchange 3. agreement proposals 4. resolution Different types of preparation 1. internal preparation 2. external preparation 3. synthesis internal preparation Prior to formal negotiations, determine your own: 1. Interests/needs, concerns, fears and aspirations 2. Options that require the Read more…

Negotiation Midterm

Lessons from Gary Kildall Case Negotiation opportunities are not always obvious -Having an understanding of negotiation allows you to use it as a lens to evaluate complex social reality Negotiation is not just hard bargaining tactics, but it is managing people and relationships -Evaluate the tie between individuals Even non-professional Read more…

OB Chapter 14; Conflict & Negotiation

Negotiation A process that occurs when two or more parties decide how to allocate scarce resources. Negotiations in organizations affect relationship between negotiators and how they feel about themselves but are also one-shot economic terms. General Approaches to Negotiation Distributive bargaining and integrative bargaining. Distributive Bargaining Its identifying feature is Read more…

Negotiation Skills and Strategies

Common Negotiation Philosophies Win-Win, Win-Lose, and Lose-Lose When to Negotiate Competitive Sealed Proposals (RFP), Professional/Consulting Services, Emergency, Proprietary, DIR, TXMAS, State Use Program Types of Information Exchanges Clarification, Communication, Negotiations or Discussions Principled Negotiations People – separate the people from the problem; Interests – Focus on interests, not positions; Options Read more…

Negotiation: Chapter 4

Dilemma of honesty How much about your position and motivates you will disclose to the other party. Dilemma of Trust The extent to which you believe you can rely on the other party to be truthful with you. Fixed-pie perception The belief that people’s interests are fundamentally opposed, such that Read more…

Negotiation Basics

A formal discussion between people who are trying to reach an agreement Negotiation Negotiation Phases 1. Preparation 2. Opening 3. Bargaining 4. Closing and Implementation Why is negotiation important? 1. Results 2. Responses 3. Outcomes 4. Relationships T/F: Negotiations should involve more rationally-based responses than emotionally based True T/F: Emotional Read more…

ROLE NEGOTIATION

concept and purpose of role negotiation: roles are the behaviors and expectations that people in society and organizations develop to determine the tasks appropriate for a person in a certain role to do, as well as those tasks outside of the role. role negotiation: process that nurse managers utilize to Read more…

Negotiation 1

1) What is the dilemma of openness? a. there is a need to share information but also a risk to sharing information b. degree of risk can shift throughout the conversation 1) As the terms were discussed in class, what is the difference between common value and specific value? a. Read more…

Ch. 13 – Negotiation

What is negotiation? Give examples too A decision making process among interdependent parties who don’t share identical preferences Examples: o Job offers o Mergers/acquisitions o Buying a house o Deciding what movies to watch with friends Characteristics of Negotiation • Parties are ITERDEPENDENT outcomes determined jointly • Each side has Read more…

Negotiations: Communication (Chapter 7)

Communication in Negotiation Communication processes, both verbal and nonverbal, are critical to achieving negotiation goals and to resolving conflicts. – Negotiation is a process of interaction – Negotiation is a context for communication subtleties that influence processes and outcomes Basic Models of Communication Communication is an activity that occurs between Read more…

Negotiation

Dynamic nature of business people must renegotiate their existence in organizations throughout their careers Myth 1 – negotiations are fixed sum whatever is good for 1 pty must be bad for other pty. Walton and Mckersie’s conceptualization negotiation mixed motive enterprise, parties have incentives to cooperate as well as compete Read more…

negotiation

Myth: Negotiations are fixed-sum Myth: Fixed sum-whatever is good for one party or person must be bad for the other party Truth: Most are variable sum-if parties work together, they can create more joint value than if they are purely combative; However, they cannot be purely trusting because any value Read more…

Negotiations

Distributive issues in negotiation Opposing interests of similar importance; equally important to each party; “zero-sum” game Integrative issues in negotiation Opposing interests of differing importance Compatible issues in negotiation Mutual interest Pareto Efficient Frontier A move that makes at least one party better off and none worse off. Pareto Optimal Read more…

Negotiations-Exam 1

Negotiation… is a complex social process BATNA Best Alternative to a Negotiated Agreement Zero Sum or Distributive Situation Win-Lose (Competitive) Goals of parties interconnected so that only one party can achieve goal. Parties are attempting to divide limited or scare resources. Purpose is to claim value. Mutual Gains or Non Read more…

The Nature of Negotiation

What is the different between Negotiation and bargaining Negotiation- win-win situation- both parties are trying to find a mutually acceptance solution to a complex conflict Bargaining- win – lose situation ( haggling over prices) Why do negotiations occur 1. sharing or divided a limited resource 2. creating something that both Read more…