Podcast
Questions and Answers
What is central to planning the strategy and tactics for distributive bargaining?
What is central to planning the strategy and tactics for distributive bargaining?
What influences a resistance point in negotiation?
What influences a resistance point in negotiation?
What factor shapes the other person's understanding of what is possible in negotiation?
What factor shapes the other person's understanding of what is possible in negotiation?
Which of the following is NOT important in attempting to influence the other person's resistance point?
Which of the following is NOT important in attempting to influence the other person's resistance point?
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Why is dealing with the other party's understanding of your value important in influencing their viewpoint?
Why is dealing with the other party's understanding of your value important in influencing their viewpoint?
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What are important tactical tasks for a distributive situation according to the text?
What are important tactical tasks for a distributive situation according to the text?
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What is one of the major strategies for conflict management identified in the Dual Concerns Model?
What is one of the major strategies for conflict management identified in the Dual Concerns Model?
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Which strategy involves actively pursuing approaches to maximize joint outcomes from a conflict?
Which strategy involves actively pursuing approaches to maximize joint outcomes from a conflict?
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In which strategy do actors show little interest in whether they attain their own outcomes and lower their aspirations to let the other party win?
In which strategy do actors show little interest in whether they attain their own outcomes and lower their aspirations to let the other party win?
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What is the term used in the Dual Concerns Model for lowering one's own aspirations to 'let the other win'?
What is the term used in the Dual Concerns Model for lowering one's own aspirations to 'let the other win'?
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Which strategy in conflict management represents a moderate effort to pursue one's own outcomes and help the other party achieve their outcomes?
Which strategy in conflict management represents a moderate effort to pursue one's own outcomes and help the other party achieve their outcomes?
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What is the term used in the Dual Concerns Model for showing little interest in whether actors attain their own or others' outcomes and trying to avoid the situation?
What is the term used in the Dual Concerns Model for showing little interest in whether actors attain their own or others' outcomes and trying to avoid the situation?
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What is considered the lifeblood of negotiation?
What is considered the lifeblood of negotiation?
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Why is it recommended to conceal your resistance point in negotiations?
Why is it recommended to conceal your resistance point in negotiations?
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How does communication complexity arise in negotiation according to the text?
How does communication complexity arise in negotiation according to the text?
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What is one way information is conveyed in negotiation?
What is one way information is conveyed in negotiation?
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Which of the following is NOT recommended in negotiation according to the text?
Which of the following is NOT recommended in negotiation according to the text?
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Why is it important to learn about the other party's outcome values and resistance point?
Why is it important to learn about the other party's outcome values and resistance point?
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What is the primary purpose of integrative negotiation?
What is the primary purpose of integrative negotiation?
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Why is mistrust detrimental in integrative negotiation?
Why is mistrust detrimental in integrative negotiation?
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What is an essential requirement for successful collaboration in negotiation?
What is an essential requirement for successful collaboration in negotiation?
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Why is it important for negotiators to have clear and accurate communication?
Why is it important for negotiators to have clear and accurate communication?
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What do parties in integrative negotiation need to be willing to tolerate?
What do parties in integrative negotiation need to be willing to tolerate?
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In the provided distributive negotiation scenario, why is Sue's response to Matt considered a challenging negotiation tactic?
In the provided distributive negotiation scenario, why is Sue's response to Matt considered a challenging negotiation tactic?
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What tactic involves starting a negotiation with a ridiculously high or low offer to influence the other party's opening offer?
What tactic involves starting a negotiation with a ridiculously high or low offer to influence the other party's opening offer?
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Which tactic involves pretending that an unimportant issue is crucial and later using it to trade for concessions on important issues?
Which tactic involves pretending that an unimportant issue is crucial and later using it to trade for concessions on important issues?
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What is the main risk associated with using the Highball / Lowball tactic in negotiations?
What is the main risk associated with using the Highball / Lowball tactic in negotiations?
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Which tactic involves asking for a small concession on an item not previously discussed to close a deal?
Which tactic involves asking for a small concession on an item not previously discussed to close a deal?
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When does the 'Good Guy Bad Guy' tactic typically come into play during negotiations?
When does the 'Good Guy Bad Guy' tactic typically come into play during negotiations?
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Why is it crucial for a negotiator to be skilled when using the Highball / Lowball tactic?
Why is it crucial for a negotiator to be skilled when using the Highball / Lowball tactic?
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Study Notes
Conflict Management Approaches
- The Dual Concerns Model is a two-dimensional framework that helps to understand conflict management approaches.
- It consists of two dimensions: concern for one's own outcomes and concern for the other's outcomes.
Conflict Management Strategies
- Contending (Competing or Dominating): actors pursue their own outcomes strongly and show little concern for the other's outcomes.
- Yielding (Accommodating or Obliging): actors show little interest in their own outcomes and prioritize the other's outcomes.
- Inaction (Avoiding): actors avoid the situation and show little concern for their own or the other's outcomes.
- Problem solving (Collaborating or Integrating): actors actively pursue approaches to maximize joint outcomes from the conflict.
- Compromising: represents a moderate effort to pursue one's own outcomes and help the other party achieve their outcomes.
Influencing the Other Party's Resistance Point
- The resistance point is established by the value expected from a particular outcome, which is the product of the worth and costs of an outcome.
- Factors influencing the other party's resistance point include:
- The value the other attaches to the outcome.
- The cost the other attaches to delay or difficulty in negotiation.
- The cost the other attaches to having the negotiations aborted.
Tactical Tasks in Distributive Negotiation
- Discovering the other party's resistance point and influencing it.
- The most important task in distributive bargaining is to discover the other party's resistance point.
Information Gathering in Negotiation
- Information is crucial in negotiation, and each side wants to obtain information while concealing some information.
- Communication can be complex, and information is often conveyed in a coded manner.
- Each side must establish some points effectively and convincingly to influence the other's perceptions.
Integrative Negotiation
- Parties must be motivated to collaborate and committed to a goal that benefits both.
- Parties must make their needs explicit and tolerate uncertainties and inconsistencies.
- Trust is essential, and mistrust can inhibit collaboration.
Communication in Integrative Negotiation
- Negotiators must be willing to share information and ensure the other side understands the communication.
- Communicators must test whether the other side has received the intended message and engage in active listening.
Hardball Tactics in Negotiation
- Highball / Lowball: starting with an extremely high or low opening offer to influence the other party's resistance point.
- Bogey: pretending an issue of little importance is crucial to trade for concessions on important issues.
- The Nibble: asking for a small concession on an un-discussed item to close the deal.
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Description
Explore the Dual Concerns model in conflict management, which involves a two-dimensional framework for understanding how individuals approach and manage conflicts. Learn about different approaches to managing conflict and measuring these approaches.
