Quiz 3 Mgt 3860
compromising
style is a give-and-take approach with a moderate concern for both self and others
3 steps to prepare for a negotitation
1. Asses the negotiation environment 2. Prepare 3. Negotiate
6 principles of persuasion
1. Reciprocity: think of this as "you scratch my back, Ill scratch yours." 2 Commitment and Consistency: everyone has self image, a way of thinking of themselves 3. Social proof: the idea of social proof is already common in the online world 4. authority: The vast majority of the human population is mad up of followers 5. Liking:The people most likely to buy from you are people that like you 6. scarcity: If people think that something is going to run out, they will rush to buy it. The Limited time only sales and while supplies last sales phrases are overt evidence of this method of persuasion.
ZOPA
Zone of possible agreement the range of possibilities you are willing to accept
Fixed Pie Bias
a set amount of resources negotiators often assume that there is a fixed pie, when there is not
Reservation Point
at what point should you walk away? the worst deal you'd accept before choosing BAFTA instead
dominating
have a high concern for self and low concern for others
integrating styles
interested parties confront the issue and cooperatively identify the problem, generate and weigh alternatives, and select a solution
devils advocacy
involves assigning someone the role of critic
Functional conflict
is commonly referred to in management circles as constructive or cooperative conflict and is characterized by consultative interactions, a focus on the issues, mutual respect, and useful give and take.
dysfunctional conflict
threatens an organizations interests.
distributive negotiation
usually involves a single issue a fixed pie in which one person gains at the expense of another.
Target point
what is your point?
interrogative negotiation
where an agreement can be found that is better for both parties than what they would have reached through distributive negotiation.
