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STAT 230 Quiz: Negotiation

2 Pages

Course Code
STAT 230
Amanda Clark

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Negotiation – A decision making process among interdependent parties who do not share identical preferences Negotiation constitutes conflict management, in that is attempts to either prevent conflict or resolve existing conflict. It is an attempt to reach a satisfactory exchange among or between the parties. Distributive Negotiation – Win-Lose, negotiation in which a fixed among of assets is divided between parties - zero-sum, fixed pie is divided up between the parties Integrative Negotiation – Win-Win negotiation that assumes that mutual problem solving can enlarge the assets to be divided between parties - pie is enlarged before distribution Distributive Negotiation Tactics 1) Threats and Promises - threats - implying that you will punish the other party if they don’t concede to your position - promises – pledges that concessions will lead to rewards in the future - threat is good as a bargaining tactic if one party has power of the other that corresponds with the nature of the threat - promise is good when your side lacks power and anticipates future negotiations with the other side 2) Firmness vs. Concessions - sticking to your target position, offering few concessions, and waiting for the other party to give in - consulting firm may claim that it could reduce the cost of the survey by making it web -based rather than having paper questionnaires 3) Persuasion - verbal persuasion or debate in an attempt to change the attitudes of the other party toward your target position - best when perceived as expert, l ikable, and unbiased Integrative Negotiation Tactics 1) Copious Information Exchange - freer flow of information is critical to finding an integrative settlement - trust must be built slowly - give away some non-critical information initially, ask the othe r party lots of questions and listen to their responses 2) Framing Differences as Opportunities - parties often differ in their preferences - these differences are framed as barriers to negotiation but they can serve as a basis for integrative agreements since they contain information t
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