Negotiation and Bargaining Strategies
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Questions and Answers

What is the primary goal of ingratiation as a power tactic?

  • To get the other party to like you (correct)
  • To make concessions on low-priority issues
  • To intimidate the other party
  • To present logical facts and data
  • What type of Alternative Dispute Resolution involves a neutral third party acting as a judge?

  • Community mediation
  • Arbitration (correct)
  • Grievance
  • Mediation
  • What is the term for making concessions on issues that have a low priority to you in return for gains on issues that have a higher priority?

  • Mixed-motive bargaining
  • Logrolling (correct)
  • Intimidation
  • Rationality
  • Which type of dispute resolution focuses on the parties’ common concerns and priorities?

    <p>Interest-based approach</p> Signup and view all the answers

    What is the result of feeling that you could have done better in a negotiation?

    <p>Winner's curse</p> Signup and view all the answers

    What is a complaint about the interpretation or application of a union contract called?

    <p>Grievance</p> Signup and view all the answers

    Which approach to dispute resolution involves using one’s authority to coerce the other party?

    <p>Power-based approach</p> Signup and view all the answers

    What is the term for providing the other party with so much information that they are distracted and overwhelmed?

    <p>Overwhelming the other party with information</p> Signup and view all the answers

    What is another name for Alternative Dispute Resolution?

    <p>Complementary Dispute Resolution</p> Signup and view all the answers

    What is the term for a situation where there are significant elements of conflict and considerable potential for integration?

    <p>Mixed-motive bargaining</p> Signup and view all the answers

    What is the term for asking for additional small things after negotiation has begun or even reached tentative agreement on the main issues?

    <p>Nibble</p> Signup and view all the answers

    What type of conflict arises from interpersonal differences?

    <p>Relationship conflict</p> Signup and view all the answers

    What is the primary goal of Restorative Justice?

    <p>To encourage criminals to accept responsibility for their crimes and make restitution to their victims</p> Signup and view all the answers

    Which type of person is characterized by being pushy and needing to be right?

    <p>Aggressive</p> Signup and view all the answers

    What is the primary focus of a rights-based approach to dispute resolution?

    <p>To apply a standard of fairness, contract, or law</p> Signup and view all the answers

    What does the term 'encode' refer to in the context of communication?

    <p>Put thoughts into a message according to one's own perceptions</p> Signup and view all the answers

    What is the primary characteristic of a cooperative person?

    <p>They focus on harmony and values</p> Signup and view all the answers

    What occurs when the volume of information a person receives exceeds their capacity to process it?

    <p>Information overload</p> Signup and view all the answers

    What is the primary purpose of a small-claims court?

    <p>To resolve private disputes under a certain dollar limit</p> Signup and view all the answers

    What is substantive conflict primarily about?

    <p>Desired outcomes or processes</p> Signup and view all the answers

    What is the primary goal of active listening in negotiation?

    <p>To construct meaning from verbal and nonverbal cues</p> Signup and view all the answers

    What is an example of nonverbal communication?

    <p>Making eye contact with the speaker</p> Signup and view all the answers

    What is the primary difference between passive and active listening?

    <p>The listener's attempt to process or enhance the message</p> Signup and view all the answers

    What is the primary criterion of the ACE Theory in persuasion?

    <p>Evaluating the persuader's arguments based on appropriateness, consistency, and effectiveness</p> Signup and view all the answers

    What is the primary goal of persuasion?

    <p>To present arguments and evidence to adopt a new behavior or belief</p> Signup and view all the answers

    What is the principle of persuasion that states people are motivated by what they perceive as scarce?

    <p>Scarcity</p> Signup and view all the answers

    What is the theory that suggests addressing potential objections before they arise?

    <p>Inoculation theory</p> Signup and view all the answers

    What is the principle of persuasion that states people are more likely to do something if they see others doing it?

    <p>Consensus</p> Signup and view all the answers

    What is the term for convincing people to agree to something not in their best interest?

    <p>Manipulation</p> Signup and view all the answers

    What is the term for identifying a common interest and presenting a framework for collaborative decision making?

    <p>Frame for common ground</p> Signup and view all the answers

    Study Notes

    Power Tactics

    • Ingratiation: being friendly to the other party to get them to like you
    • Intimidation: engaging in aggressive behavior to get what you want
    • Leverage: the amount of power a negotiator has in a negotiation
    • Logrolling: making concessions on issues with low priority to gain on issues with high priority
    • Mixed-motive bargaining: a situation with both conflict and potential for integration
    • Nibble: asking for small additional things after negotiation has begun
    • Overwhelming the other party with information: providing too much information to distract and overwhelm
    • Rationality: using reason and logical presentation of facts or data to negotiate
    • Upward appeal: obtaining support from people in higher positions of authority
    • Winner's curse: feeling that you could have done better in a negotiation

    Integrative Negotiations

    • Arbitration: a type of Alternative Dispute Resolution (ADR) where a neutral third party decides the case
    • Civil Rights mediation: mediation offered through the U.S. Equal Employment Opportunity Commission (EEOC) to resolve employment disputes
    • Community mediation: a method for resolving disputes within a community
    • Complementary Dispute Resolution (CDR): another name for Alternative Dispute Resolution
    • Grievance: a complaint about the interpretation or application of a union contract
    • Interest-based approach: an approach that focuses on common concerns, priorities, and preferences to achieve an integrative agreement
    • Mediation: a type of ADR where a neutral third party helps parties work through issues and come to a mutually agreeable solution
    • One-on-One/Informal dispute resolution: an approach that involves approaching the other party to discuss the situation
    • Power-based approach: an approach that uses authority or strength to coerce the other party
    • Relationship conflict: conflict based on interpersonal differences
    • Restorative Justice (RJ): a method of dealing with criminals that encourages them to accept responsibility and make restitution
    • Rights arbitration: a specific form of arbitration used to resolve disputes about the interpretation or application of a union contract
    • Rights-based approach: an approach that seeks to apply a standard of fairness, contract, or law to resolve the dispute
    • Small-claims court: a method of resolving private disputes under a certain dollar limit where the parties represent themselves and a judge decides the outcome
    • Substantive conflict: conflict that arises over desired outcomes or processes

    Understanding Yourself and How That Impacts Negotiation

    • Aggressive: communication patterns involve being pushy, always needing to be right, using absolute terms, and exerting control over others
    • Assertive: communication is characterized by fairness, directness, honesty, tact, and sensitivity, and speaking up for one's rights
    • Cooperatives: people who focus on harmony and values, often giving in to others' wishes to keep the peace
    • Data-gathering (thinking) preferences: an individual's natural approach for collecting information
    • Decision-making (doing) preferences: an individual's natural approach for choosing between alternatives
    • Encode: to put thoughts into a message according to one's own perceptions, experiences, and abilities
    • Information overload: when the volume of information exceeds a person's capacity to process it
    • Listening: a critical component of the negotiation process that involves constructing meaning from all verbal and nonverbal signals
    • Noise: any distortion factor that blocks, disrupts, or distorts the message sent to the receiver
    • Nonverbal communication: any means of conveying information to another that does not involve the use of words
    • Passive listening: when the listener acts as a sponge, taking in the information with no or little attempt to process or enhance the message
    • Virtual negotiation: any negotiation that occurs via phone, fax, email, synchronous chat, or teleconferencing

    The Role and Importance of Persuasion in Negotiation

    • ACE Theory: a theory that holds that people use three criteria (appropriateness, consistency, and effectiveness) to determine whether to respond to a persuader's arguments
    • Appropriateness: the right thing to do, based on generally accepted standards or norms
    • Cognitive dissonance: the tension that exists when individuals' beliefs do not align with their behaviors
    • Consensus/social proof: a principle that holds that people often decide what to do based on what they see others doing
    • Consistency: the degree to which the action or belief proposed compares to that of similar others or to their own past behaviors or espoused beliefs
    • Effectiveness: the degree to which an action or idea leads to a desirable state or outcome
    • Frame for common ground: identifying and presenting a plan or framework for the negotiating context that comprises common interest and facilitates collaborative decision making
    • Inoculation theory: a theory that holds that persuaders can be more effective when they anticipate potential objections and address them before they arise
    • Manipulation/coercion: convincing people to agree to something that is not in their best interest
    • Persuasion: the presentation of arguments and supporting evidence to get others to adopt a new behavior or belief
    • Scarcity: a principle that holds that people will be motivated to obtain something they believe is in short supply

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    Description

    This quiz covers different negotiation tactics and strategies, including ingratiation, intimidation, leverage, logrolling, and mixed-motive bargaining.

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