Podcast
Questions and Answers
In the context of dispute resolution, what is the primary difference between the 'Information Stage' and the 'Distributive Stage'?
In the context of dispute resolution, what is the primary difference between the 'Information Stage' and the 'Distributive Stage'?
The Information Stage focuses on exploring underlying needs and interests to create value (value creation), while the Distributive Stage centers on claiming value through tactics like power bargaining and planned concessions (value claiming).
Name three power bargaining tactics that might be employed during the Distributive Stage of dispute resolution.
Name three power bargaining tactics that might be employed during the Distributive Stage of dispute resolution.
Threats, warnings, promises; ridicule and humor; silence and patience.
What is the main goal of the 'Cooperative Stage' in dispute resolution, and how does it differ from the 'Distributive Stage'?
What is the main goal of the 'Cooperative Stage' in dispute resolution, and how does it differ from the 'Distributive Stage'?
The main goal of the Cooperative Stage is value maximizing, while the Distributive Stage focuses on value claiming.
Explain how a negotiator's awareness of their 'non-settlement options' influences their approach during the Distributive Stage.
Explain how a negotiator's awareness of their 'non-settlement options' influences their approach during the Distributive Stage.
Describe the role of 'voice and language' as a bargaining tactic during the Distributive Stage.
Describe the role of 'voice and language' as a bargaining tactic during the Distributive Stage.
How might the use of 'guilt, embarrassment, and indebtedness' impact negotiations during the Distributive Stage?
How might the use of 'guilt, embarrassment, and indebtedness' impact negotiations during the Distributive Stage?
What is meant by value solidifying in the closing stage of a negotiation?
What is meant by value solidifying in the closing stage of a negotiation?
In which stage, other than the cooperative stage, might underlying needs and interests of parties be explored?
In which stage, other than the cooperative stage, might underlying needs and interests of parties be explored?
If a negotiator uses silence as a tactic, in which stage of negotiation would they most likely be?
If a negotiator uses silence as a tactic, in which stage of negotiation would they most likely be?
A negotiator is making carefully planned concession patterns. Which stage of negotiation are they likely in?
A negotiator is making carefully planned concession patterns. Which stage of negotiation are they likely in?
Flashcards
Value Creation in Negotiation
Value Creation in Negotiation
Exploring the underlying needs and interests of the parties involved in a negotiation, focusing on creating mutual value.
Distributive Stage
Distributive Stage
The stage in negotiation focused on claiming individual value through carefully planned concessions and power bargaining.
Power Bargaining Tactics
Power Bargaining Tactics
Tactics used during the distributive stage of negotiation, including threats, warnings, promises, ridicule, humor, silence, patience, guilt, embarrassment, indebtedness, voice, and language.
Closing Stage
Closing Stage
The stage in negotiation focused on solidifying the value that has been created and claimed.
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Cooperative Stage
Cooperative Stage
The stage in negotiation focused on maximizing the value for all parties involved through collaboration and joint problem-solving.
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Non-Settlement Options
Non-Settlement Options
A negotiator's options if an agreement is not reached. Understanding these options is crucial for effective negotiation.
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- Court-annexed or referred mediation is a topic within Alternative Dispute Resolution at the University of Pretoria, course AGF 420.
- The information stage involves value creation by exploring the underlying needs and interests of parties.
- The distributive stage involves value claiming with carefully planned concession patterns.
- Power bargaining involves common power bargaining tactics such as threats, warnings, and promises.
- Other tactics used are ridicule and humor, silence and patience, guilt, embarrassment and indebtedness, and voice and language.
- Negotiators must remember their non-settlement options
- The closing stage involves value solidifying.
- The cooperative stage involves value maximizing.
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