mgt 3513 chandler LSU

Read Assess importance of each issue in a negotiation

1. Rank in order of the issues you plan to negotiate from least important to most important 2. That way if trade offs happen you know what to get rid of 3. Think about different outcomes that you might accept for each of the issues 4. Package outcomes in ways that have equal value to you 5. Increasing options leads to a better negotiation and parties getting what they want

Read Negotiating Rationally

1.Making the best decisions you can in order to optimize outcomes 2. Being aware that there are things you cannot control (the environment, how others will act, opponents moves, etc) 3. Preparation requires you to think about your opponent and their moves and then you will better understand your stance

What conflict type: Someone that has strong feelings about you that you dont reciprocate. If they want to hangout all the time but you dont really want to be around them

Affective conflict

Anything in the bargaining range is better than your:

BATNA

Figuring out your competitions _________ is the best thing you can do

BATNA

Your Best Alternative To Negotiated Agreement

BATNA

Goals relate to a ___________

Bargaining range

Women are more likely to use which bargaining strategy over men?

Calloborative

Men are more likely to use which bargaining strategy over women?

Competitive

What are the 5 main negotiating styles

Competitive Collaborative Compromise Accommodation Withdrawal

What are the 3 illegitimate styles of negotiation

Con Borrow Rob

Myth That experience is the best teacher

Experience is only helpful if you have feedback and you can learn from it

Integrated dispute Resolution Systems are better seen as a triangle with Power holding the most weight at the top and interests holding the least weight at the bottom

False

True or False: Single issue negotiations are the easiest negotiations to dispute

False, the more moving parts in a negotiation the easier it is to dispute

Your BATNA has to:

Fit you and what you believe is your best alternative Be obtainable and dynamic You should always have one even if it is not good

_________ style negotiating means you need to be able to adopt a negotiation style that works for what youre negotiating

Flex

What are the 3 workplace conflict types

Goal Conflict Affective Conflict Cognitive Conflict

Myth That good negotiators rely on intuition

Good negotiators actually rely on preparation

What are the 3 stages of the Organization workplace conflict Level

Horizontal Vertical Role

Occurs across different horizontal divisions of the organization Ex: Different classes in school like Math or Science

Horizontal stage for the Organizational Level of workplace conflict

When is Affective Conflict most common

In negative conflict (anger, distrust, etc.)

Myth That good negotiators take risks

In reality, good negotiators know how to evaluate risks and can make a decision on what actions to take to maximize outcomes

one person sending you incompatible messages

Infra sender

two or more people are sending you incompatible messages/tasks

Inter sender

You can resolve disputes by recognizing ______, deciding who was ______, and determining who is most ________

Interest Right Powerful

Every conflict has multiple elements which provide for resolution, these include:

Interest Rights Power

What are the 3 Levels of workplace conflict

Interpersonal Intergroup Organizational

Women are ______ to initiate negotiations than men

Less likely

Read Women and negotiation

Less likely to see situation as an opportunity to negotiate Even if they do see it they are less comfortable with the situation Focus on the needs of others while men are naturally competitive Get negative reaction if they act like men and behave outside their gender expectations

A process involving two or more parties in which they decide what each shall give and receive in an exchange between them

Negotiation

Myth Negotiations are always fixed sum, "The mythical fixed-pie" Explain

Negotiations actually arent fixed sum and theres roomm for both sides can win

Should you ever change your resistance point in a negotiation?

No, it is there for a reason and you should walk away. Opposing side will try and degrade your BATNA

A conflict becomes a dispute when:

One party makes a claim on another and that claim is rejected

Dispute resolution occurs when:

People who have different goals agree on a single outcome

If you dont knot what your BATNA is, youre prone to make two mistakes:

Reject offers that are better than your BATNA Accept offers that are worse than your BATNA

Bargaining Ranges have 3 points:

Resistance Point Target Point Starting Position

BATNA is used to determine:

Resistance points

When negotiating you should conduct a self inventory and think about:

Resources Recurrence of Negotiations History Trust Authority and Constituents

What are some Workplace disputes

Resources, workplaces, schedules, promotions, raises

What are the three main default styles

Social Dimensions Emotional Dimensions Cognitive Dimensions

When it comes to bargaining range the starting position is:

The opening demand in a negotiation, what you lead with

True or False Women are easier to negotiate with than men

True

True or False: Negotiation myths stop people from becoming effective negotiators

True

Decisions perspectives for negotiators:

Try to get deep understanding of problem Want to know strengths and weaknesses of situation

What are some consequences of workplace disputes

Turnover, absenteeism, sabotage, shirking, litigation, unionization

When negotiating you should always assess ____________ and ____________.

Underlying Interests Determine Goals

Your goals should be a reflection of your _________

Underlying interest

What are established search patterns?

When people tend to go to the same sources of information regardless of the problem. Ask for help/opinions/knowledge

The failure to see the other party's side leads to suboptimal outcomes e.g. When you get what you want right away but realize you could've gotten more

Winners Curse

Myth That good negotiators are born, that it is not a skill you can acquire or learn

Yes, some people are born good negotiators but it is a skill that you can learn

Myth You have to choose between being a tough negotiator (aggressive) or soft negotiator (giving in)

You can be a good blend of both styles and be successful

When it comes to bargaining range, the resistance point reflects the value of:

Your BATNA If you cant satisfy this ill walk The worst outcome you are willing to accept

When it comes to bargaining range the Target point is:

Your goal The best outcome you realistically hope to achieve

ZOPA stands for _______ and is the zone of negotiation basically in the bargaining range

Zone of potential agreement

take a conflict as it's presented (think within the lines)-tend to focus on the details of the rules that apply in the situation

accepters (cognitive dimension)

When one party just gives into the other side

accomodation negotiating style

Occurs when people have incompatible feelings or emotions

affective conflict

people who are usually introverts-think of themselves as independent, self-sufficient

avoiders (social dimension)

Occurs when a person demands concession now in exchange for future promised concessions

borrow negotiation style

Occurs when people have ideas, thoughts or beliefs that are incompatible

cognitive conflict

How people think about conflict situations

cognitive dimension

You recognize the need for the other side to do well too; partners not opponents

collaborative negotiating style

People get caught up in competitive spirals that dont make sense when compared to the expected outcome

competitive irrationality

Try to get as much as you can

competitive negotiating style

Competitive in the sense that there is a fixed pie that needs dividing

compromise negotiating style

attempting to take advantage of the other party through deception and misplaced trust

con negotiation style

How people feel about the way they are treated in conflict

emotional dimension

people who jump right into a conflict situation (often extroverts)

engagers (social dimension)

Occurs when people irrationally stay committed to an initial force of action even if it is not leading to the desired outcome

escalation of commitment

tend to be generous, more cooperative-feel like they've had good experiences in the past

givers (emotional dimension)

Occurs when people have seperate but incapable goals or interests

goal conflict

People tend to believe they have more control over future events than they actually do

illusion of control

People tend to underestimate the likelihood that they will experience bad future events

illusion of optimism

You believe that you are overall better than your opponent

illusion of superiority

the attempt by people to get others to see them as they want to be seen (people don't like angry people)

impression management

Looks at the decision in terms of alternatives and pay off from their own perspective

individual decision making perspective

requires a negotiator carefully consider interests, goals, behaviors and alternatives of the other side

interactive decision making perspective

Occurs between multiple groups within or across organizations Groups/teams have goals as a group, these may be different than the goals of the individuals of the group

intergroup conflict

Occurs between one or two individuals over each persons individual/personal goals

interpersonal conflict

Most effort Not looking at other side as competitor, but they might be able to achieve a win win settlement

joint decision making perspective

Hasn't come to the surface yet and is brewing

latent

Nothing overlaps, a settlement isnt possible

negative bargaining zone

Anytime you get what you want on an issue you believe it is because you are a good negotiator

negotiator overconfidence

Focuses on aspects of the organizations structure that describe the level of conflict that is occurring

organizational conflict

people who think outside the box-they think about how they can recast the problem (try to look for creative solutions)

redefiners (cognitive dimension)

The point at which you walk away

resistance point

Uses power to take advantage of another person in a way that the person would consider unfair

rob negotiation style

Relates to the roles that people perform in an organization as their assigned role; cluster of tasks you are expected to perform on the job

role stage for Organizational Level of workplace conflict

The way people respond to others

social dimension

more competitive and assertive-quick to defend their interests, often fearful that people will take advantage of them (my way or the highway)

takers (emotional dimension)

Occurs between people at different levels of an organization Ex: Superior vs Subordinate

vertical stage for Organizational Level of workplace conflict

When there is a negotiation opportunity and you decide you're not going to engage with the other party

withdrawal/avoidance negotiating style

Can you have more than one conflict occur at the same time in a situation

yes