Negotiation Exam 2

conflict categories

- beliefs - preferences - roles and relationships - scarce resources and interference - attribution based conflict - ethics and morals

What are some strategies for maximizing coalitional effectiveness? Why are coalitions potentially a risky proposition in negotiation?

- make contacts early = obligation - verbal commitments -appealing to rationale when dividing resources

On what types of tasks would a team outperform an individual? Why? What is the team efficacy effect, and how does it differ from the actual results of team vs. solo negotiation?

- multiple skills, shared interests, technical expertise, and negotiation expertise - teams exchange more information and have greater judgement accuracy

On what types of tasks would a team outperform an individual? Why? What is the team efficacy effect, and how does it differ from the actual results of team vs. solo negotiations?

- multiple skills, shared, shared interests, technical expertise, and negotiation expertise - teams exchange more information and have greater judgement accuracy

why does confrontation fail

- person attacks and insults - sarcasm or aggressive humor - name calling, obscenities and physical intimidation

cons of conflict

-negativity and pessimism - heightened arousal - increased volume - criticism and blame

why trust is important

trust can lead to quicker disputes and better problem solving and is important in negotiation because win-win negotiations involve effective relationships and trust is essential in any relationship

tactics for handling conflict include

balancing assertiveness and empathy

deterrence trust

based on consistency of behavior, meaning people will follow through on what they promise to do- too many reasons to deter you from breaking trust, so you don't. Example: companies using cameras to videotape their employees

affective route

based on intuition and emotion. similarity attraction effect, mere exposure effect, propinquity effect, reciprocity principle (also: schmoozing, flattery)

cognitive route

based on rational and deliberate thoughts and considerations. How to do this: transform personal conflict into task conflict, agree on a common goal or shared vision, focus on the future

another reason why people have an escalation of commitment

because to them, the situation does not seem to be a losing one at first, even though unbiased, outside opinions may suggest it does.

major types of conflict

behavioral, normative, personal

team efficacy

claims that both teams and solo players believe teams have the upper hand. however this isn't always the case because it depends on the situation

ways to build trust

cognitive route and affective route

scare resources and interference conflict

conflict over resources - unlimited wants, but limited resources, we fight for our share - interference with the pursuit of your goals Example: wanting to get to work, but the traffic is awful

roles and relationships conflict

conflict over the definition of role and relationships, what roles do who gets to take on certain tasks, battles over who has the lead role

belief conflict

differing beliefs are fact based, situations where we believe reality to be different example: whose truck is stronger

empathy

empathy facilitates value creation and distributive efforts as well, but can also have risk

knowledge trust

grounded in behavioral predictability. it occurs when a person has enough information about others to understand them and accurately predict their behaviors

identity trust

grounded in complete empathy with another persons desires and intentions - you are two times as likely to buy a car from someone who the same color eyes as you

assertiveness

important because it facilitates value creation and distributive efforts, but it can have risks such as confrontation, statements and aggression

Secular Values

issues and resources that can be traded and exchanged, the opposite of sacred values

conflict can be good because

it brings problems out in the open, signals growth and opportunity, yield focus and growth, demonstrates effort and interest, and helps overcome complacency

attribution based conflict

largely about placing blame, can be assigned too quickly and can cause significantly different perceptions of the conflict Example: its not my fault

sequential order of conflict

latent potential actual serious

preferences conflict

often start as little annoyances that add up over time, habit based, not as easily resolves because they its not a fact based discussion Example: Where to go to dinner

psychological reason for escalation commitment

people are risk seeking when it comes to losses, so if a negotiator is attempting to recover from a losing position, they may engage in more risky behaviors than if they had a zero reference point

sacred values

people often refuse to place a monetary values on these sacred resources and deem traditional, familiar methods of negotiation, like trading and logrolling unacceptable because the value of the issue is of too much importance to be compared

ethics and morals conflict

people will not negotiate there values and perceptions over what is right and fair

Examples of Escalation of Commitment

spending money to fix a computer that keeps breaking and continuing to gamble after losing money. On the other hand, interpersonal escalation dilemmas involve two or more people in competition, for example in a negotiation, war, or union strike.

escalation of commitment

the tendency to continue on a losing course of action, even if there is clear evidence that the actions being taken are not working and the situation is actually worsening