30 Questions
What is central to planning the strategy and tactics for distributive bargaining?
Locating the other party's resistance point
What influences a resistance point in negotiation?
The value expected from a particular outcome
What factor shapes the other person's understanding of what is possible in negotiation?
Understanding your situation
Which of the following is NOT important in attempting to influence the other person's resistance point?
The negotiator's favorite color
Why is dealing with the other party's understanding of your value important in influencing their viewpoint?
To shape their understanding of possible outcomes
What are important tactical tasks for a distributive situation according to the text?
Planning strategy, locating resistance points, influencing viewpoints, assessing costs
What is one of the major strategies for conflict management identified in the Dual Concerns Model?
Competing or Dominating
Which strategy involves actively pursuing approaches to maximize joint outcomes from a conflict?
Collaborating
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?
Accommodating
What is the term used in the Dual Concerns Model for lowering one's own aspirations to 'let the other win'?
Accommodating
Which strategy in conflict management represents a moderate effort to pursue one's own outcomes and help the other party achieve their outcomes?
Collaborating
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?
Avoiding
What is considered the lifeblood of negotiation?
Information
Why is it recommended to conceal your resistance point in negotiations?
To maintain a stronger negotiating position
How does communication complexity arise in negotiation according to the text?
Each party wants to conceal some information
What is one way information is conveyed in negotiation?
Through code that evolves during negotiation
Which of the following is NOT recommended in negotiation according to the text?
Revealing your resistance point openly
Why is it important to learn about the other party's outcome values and resistance point?
To strike a favorable agreement
What is the primary purpose of integrative negotiation?
To incorporate parties' viewpoints into defining the problem
Why is mistrust detrimental in integrative negotiation?
Causes defensive behavior and withdrawal
What is an essential requirement for successful collaboration in negotiation?
Interpersonal congeniality
Why is it important for negotiators to have clear and accurate communication?
To facilitate active listening
What do parties in integrative negotiation need to be willing to tolerate?
Uncertainties and inconsistencies
In the provided distributive negotiation scenario, why is Sue's response to Matt considered a challenging negotiation tactic?
$1,200.00 is too high for a small service
What tactic involves starting a negotiation with a ridiculously high or low offer to influence the other party's opening offer?
Highball / Lowball
Which tactic involves pretending that an unimportant issue is crucial and later using it to trade for concessions on important issues?
Bogey
What is the main risk associated with using the Highball / Lowball tactic in negotiations?
The danger of halting negotiations prematurely
Which tactic involves asking for a small concession on an item not previously discussed to close a deal?
The Nibble
When does the 'Good Guy Bad Guy' tactic typically come into play during negotiations?
When one negotiator leaves the room
Why is it crucial for a negotiator to be skilled when using the Highball / Lowball tactic?
To justify the extreme opening offer effectively
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.
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.
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