Data Management Practices Quiz

Study Notes

Distributive negotiations focus on maximizing individual gain, where one party's gain is the other's loss, "slicing the pie."
Integrative negotiations focus on maximizing individual and joint gain, "increasing the pie" by finding common ground.
Key distributive negotiation strategies include improving one's BATNA (best alternative to a negotiated agreement) and making ambitious first offers. Precise offers also amplify the impact of an anchor. Qualitative anchors (e.g., focusing on product defects to highlight negative qualities) can alter perception of value.

Improve your BATNA: Generate new alternatives, improve the value of existing alternatives, and increase certainty for probabilistic alternatives (e.g., convert oral contracts to written ones).
Ambitious first offers: Sets the tone, anchors opponent, effectively explains up to 50% of outcome variance.
Precise offers: Increase anchor potency.
Use qualitative anchors: People value an issue more (less) if you highlight its positive (negative) qualities.
Decreasing concessions: Signals reaching bottom line. A model often used is 25-10-5 where the initial offer is ambitious, with subsequent concessions gradually decreasing.

Delay first offers: Early offers may prematurely narrow focus, allowing more creative solutions to surface.
Take their perspective: Perspective-taking (understanding the other party's point of view, feelings and motivations) improves deal outcomes.
Build trust: Likeability and vulnerability increase trust, improving negotiation outcomes
Ask questions: Exploring interests, uncovers additional information and reveals priorities, increases liking and rapport

Complex negotiations involve multiple issues, where each party has multiple concerns (as opposed to two-sided distributive or integrative negotiations). Multiple strategies are often combined.
Logrolling: Trading concessions from different areas (i.e., loss on some items for gain in others).
Post-settlement settlement: Exploring if there are new deals that would benefit at least one party without harming the other (Pareto efficient deal).
MESOS (Multiple Equivalent Simultaneous Offers): Offering many options of comparable value to the other party. Helps anchor the other party's perception of your likely range.
Scoring Systems: Quantifying potential outcomes in terms of satisfaction and utility in a complex negotiation can provide a structure that keeps you focused on a successful conclusion.

Team negotiation can be beneficial if the team is properly prepared.
Preparation involves identifying issues, BATNA, best/worst case scenarios, and potentially creating a list of questions needing further investigation and closure, for the team to evaluate.
Planning a team's strategies will help the team to arrive at a negotiating table prepared and refreshed. It is useful to consider negotiation roles (e.g., lead negotiator, number cruncher, note taker, good cop/bad cop).
Physical settings (e.g., rectangular vs. round tables) can impact negotiators' behavior. Round tables promote cooperation, whilst rectangular tables may contribute to adversarial/competitive interactions. Physical barriers can create communication roadblocks in rectangular tables.

Recognizing that cultural differences can affect negotiation outcomes is important in global contexts.
Understanding cultural nuances like self-interest, communication style, hierarchy, and disagreement handling is crucial.
Considering the local context, establishing a cultural map of yourself and the counter-party can help predict and navigate potential difficulties.
Cultural awareness includes understanding communication behaviors like direct/indirect speech, and high vs. low context communication. Stereotypes are not accurate and should be avoided.

Understanding that different virtual communication channels vary in synchronicity and social bandwidth when communicating.
Careful consideration must be given to the communication channel chosen, accounting for time-sensitivity, the complexity of the negotiation task, and the relationship involved, and/or the number of people involved.

Agents can introduce complexity but also benefit negotiations in many situations.
Using agents means considering how their incentives might affect the negotiation process.
When using agents, clearly define your interests and goals, communicate your expectations, and ensure the agent's incentives are aligned with yours.
Be aware that lying in negotiations, even if technically legal, can have substantial costs, specifically to the long-term relationship dynamic, even in one-time transactions.

Disputes occur when a claim is made and rejected, involving emotion and potential BATNA link.
Key elements are power, rights, and interests. Better to focus on interests first, leveraging rights and power as backup.
Four strategies to get back to interests during disputes: role model, labelling dynamics, transitions, and process intervention.