Questions and Answers
What is the primary mechanism that moves negotiation forward?
What is the ultimate goal of negotiation?
What type of bargaining is closely analogous to collaborative bargaining?
What determines the movement in a negotiation?
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What is the primary means of exercising power in the employment relationship?
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What is the balance of power dependent on in the employment relationship?
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What is a concession in the context of negotiation?
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What is the primary objective of negotiation in the context of industrial relations?
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What is the key to understanding the negotiation process?
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What is the primary factor that determines a party's ability to obtain concessions?
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Study Notes
Negotiation Tactics and Strategies
- Misleading the opposition, emotive ploys, and switching roles are manipulation tactics used in negotiations.
- Negotiating strategies include walking away, dual concerns, and contingent outcomes, which involve understanding the prisoner's dilemma.
- Effective negotiations require preparation, dealing with conflict, and presenting a well-collected argument.
The Negotiating Process
- The process involves setting out objectives, establishing positions, and presenting arguments.
- It requires a willingness to move and make concessions to achieve mutually acceptable outcomes.
Types of Negotiations
- Distributive bargaining is a win-lose interaction where one party's gain is at the expense of the other.
- Integrative bargaining is a win-win situation where parties aim to make the pie bigger.
- Intra-organisational bargaining involves establishing consensus within each party before negotiations.
- Collaborative bargaining is similar to integrative bargaining but recognizes the dynamic of collective bargaining.
Bargaining Power and Concessions
- Bargaining power is the mechanism that moves negotiations forward and is essential to understanding the negotiation process.
- A concession is a revision of a previously held or stated position and involves movement.
- Negotiation is about concession and movement, and bargaining power determines the ability to obtain concessions or resist pressure.
The Employment Relationship and Power
- The employment relationship hinges on a balance of power, and each party has the means to exert influence.
- Employers can wield power by controlling financial resources and threatening to withhold work opportunities and wages.
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Description
Test your knowledge on negotiation tactics, strategies, and processes. This quiz covers various techniques, including manipulation, emotional ploys, and conflict resolution, as well as preparation and outcome evaluation. Improve your negotiation skills with this comprehensive quiz!
