Final Exam for COMM 421 (T1, T2, T3)

Difference between negotiation and persuasion?

Negotiation is about trading, you give and take concessions. Persuasion is about convincing someone with logical reasoning.

Men's strengths

-Men tend to be good at spatial tasks (reading maps) -men need the intention stated explicitly -Women and men are= when individual maximize their outcomes without regard for others performance -Men do outperform women in competitive environments--not that the pressure makes women stumble, it's just that in competition men tend to become more energized -Men and testosterone → spikes during competition -more focused on winning, rather than equal outcomes

Should you negotiate the easiest or the hardest issues first?

-A much better strategy is to negotiate multiple issues simultaneously, because negotiating one issue at a time eliminates the possibility of logrolling -Present solutions with multiple issues at the same time You should present package deals at once so that you're not bargaining one item at a time in a distributive manner, instead supply offers on two or more issues at once so that ppl can balance their needs with their concessions across the entire bargaining zone

What does it mean to separate the person from the problem?

-Being mad at the situation not the person Ex: Bolkan calling cable company and telling them he's frustrated with them raising the prices. Talking to customer service and telling them you're upset that the price has been raised, but don't yell at them (ask them to look from your perspective) -Give your counterpart the benefit of the doubt -Conquer emotions// remove yourself from the situation until you feel differently, then approach the situation with a new set of feelings/ -Reframing things/ think about different perspectives -Stop negative spirals both within yourself and with others

Tell me what the 5 different approaches to negotiating are

-Competitive/distributive bargaining (Me +, You - ) -Accommodation (Me -, You +) -Avoidance (Me -, You -) -Compromise (Me & you 'eh') -Collaboration/integrative bargaining. (Me +, You +)

What are contingency contracts?

-If X happens then you get Y -They can create value by allowing negotiators to stop arguing about their different beliefs and instead leverage their differences through best that both sides expect to win -Can protect you from dishonest negotiators -With this type of contract you don't have to trust the other side or worry about "what if." You just build in certainty through the contract. -Bolkan used the example of NFL quarterbacks getting paid more for playing well. Their contract states if they play well, they get this much of a salary increase. It's fair.

What is logrolling? How do you accomplish it?

-Logrolling- requires that you not only know your own priorities, but that you learn about the priorities of the other side// Trading issues of importance -If the other side values something more than you do, you should give it to them in exchange for reciprocity on issues -Identify multiple interests/yours and your counterparts

How do emotions influence negotiation outcomes?

-Negative emotions are bad 1. Make you pay less attention to the other person -Tend to forget about listening to the other person, just figuring out how they're wrong-make you focus on your own position and not on how the other er 2. Makes you less cooperative 3. May not influence in the moment, will influence later

What is the problem with mixing the 4 levels of competence up?

-People have blind spots → most of us don't know how others are perceiving us, most of us think of ourselves being good communicators/friendly/energetic -People cannot see the difference between stage 1 and stage 4 --> Because they're both unconscious people think that what they do when it comes to communication and conflict in specific is competent when in fact it is incompetent -Most people aren't strategic about how they should approach their communication in conflict, they're just doing what they've always done. --> people typically feel as if they are doing better than they really are EX: Bolkan asking salespeople to rate how friendly/enthusiastic they thought they came off when they were selling stuff → they were rating themselves 9/10 → then he asked to record them, and when they saw themselves on video selling products they realized they didn't appear friendly at all People do what they have done in the past

How are the 5 approaches related to the dual concerns?

-They're related to how people feel the outcomes are different in each type// -each one varies in its concern for either party, you need to pick which strategy is best suited for your specific type of negotiation

collaboration or integrative Bargaining

-This type of negotiation is ab out creating value so both parties leave better off b. It takes time, effort, persistence, and skill c.The idea is to think about what people want and why they want it. You then try to figure out how your interests diverge so that you can trade on issues of importance. d.You have to share your interests, learn about the interests of the other side and come up with creative solutions that make both parties better of

women's strengths

-Women are better at demonstrating empathy - encoding/decoding nonverbal communication -Women understand the intention//men need it stated explicitly -remembering details of interpersonal interactions -Women understand the intention -Women and men are= when individual maximize their outcomes without regard for others performance -Women negotiators may be particularly energized when they felt a sense of responsibility to represent another person's interests (when we negotiate as a rep for someone else, we feel empowered and embolden) (the momma bear phenomenon) -focused on fair outcomes// relationship

What information is best sent through which mediums?

-face-to-face is good for helping people converge on meaning. -Mediated communication, on the other hand is good for conveying data (with written data, visual data, etc.). -Differences in communication channels are largely a function of richness and synchronicity. But, different channels of communicating are not any better or worse (inherently). They just have their own weaknesses and drawbacks.

What are the various goals in conflict? (4)

1. Content What is the change you want to see occur/ what do you actually want them to do 2. Process How you conduct the conflict How you choose to engage in the conflict (in private/in public) There can be conflict about the process itself ex: arguing in front of your parents with your partner 3. Relational Feeling as if they are being treated badly by the other ex: GF being mad thinking "I cant belive my own boyfriend would do this to me" 4. Identity People don't like feeling incompetent or having their character attacked EX: 'you're so lazy' 'you're stupid' -Be sensitive to your own goals- -remember to stay focused on your goal

Give examples of destructive (4 horsemen) and constructive conflict tactics

1. Criticism When you make a complaint about a person(who they are) instead of a behavior "You're lazy" 2. Contempt Showing disgust for others/sarcasm/when you communicate the other person is stupid Makes people feel terrible about themselves 3. Defensiveness When you refuse to accept responsibility 4. Stonewalling CONSTRUCTIVE TACTICS 1. realize when mindfulness is appropriate and when ignoring it can lead to negative consequences 2. develop a better understanding of the other person and the situation 3. do not rely on the assumption of obvious causation

Qualities of effective/ineffective negotiators

1. Effective -Strong -Dominant -Assertive -Rational 2. Ineffective -Weak → bolkan crossed this out bc his girlfriends have all been strong -Submissive -Accommodating -Emotional *notice that the qualities of the ineffective negotiators are the qualities associated with women// behaviors are rigged in favor of men

What are the results from studies that look at mediated communication in negotiation Scenarios? (4 total) 1.1. Study 1: "E-negotiation versus face-to-face negotiation what has changed - if anything?"

1. Study 1: "E-negotiation versus face-to-face negotiation what has changed - if anything?" a. Mediated negotiation took longer than did face-to-face communication. In written media - not spoken media. b. Mediated communication led to more hard bargaining tactics compared to cooperation Speculated that this occurred because of lower rapport and trust. c. No difference in negotiated outcomes (e.g., final price).

What are the steps you need to go through in order to tell someone "no"appropriately (3)

1. Stay calm, rely on what you learned, you'll get through it 2. Be strategic in your own behaviors, dont react based on emotions Be deliberate in your negotiation to reach the outcomes you desire 3. Stay positive It will be easy to get upset which can escalate the situation, you want to try and stay away from making the other person more hostile If you can't do this, consider taking a break (but tell the other person that you want to come back)

What are the benefits of mediated communication? (4)

1. Able to rehearse the message - rephrase or fine-tune the message. 2. Reduces negative emotional transmission because people can be more deliberate in theirmessages instead of reacting out of anger or frustration. 3. Can send complex information in multiple manners (pictures, tables, figures). Of course, you can also do this in face-to-face communication if you bring visuals or handouts. 4. Can reprocess information at a later date. E.g., you can revisit an email to review the terms of an agreement.

What is the definition of conflict? How does this relate to conflict resolution? (5)

1. An expressed struggle -if you want a conflict to be fixed you have to bring it up, that's the only way to give people the opportunity to fix a situation. Ppl cant read your mind, you have to define and express whats wrong so your counterpart can fix the problem creating a harmonious relationship 2. Interdependent parties -Conflict should only really occur with people who really influence our lives/ people whom we depend on. Don't have a conflict with people you don't depend on. EX: Bolkan saying don't get mad at people on the freeway, don't depend on them, dont engage in conflict when the people you're in conflict with has no bearing in your life 3. Perceived incompatible goals - we think we want different things// we have different needs and desires. -perhaps but often times you have the same goal which is to work together to come up with something that leaves you both better off -EX: think about an argument youve had with your partner--> deep down you guys have the same goal. Think Bolkan and his GF wanting to go on dates on the beach (he hates it but she loves it) 4. Perceived scarce resources -Scarce commodities (think about the movie blood diamond) we fight over things that are scarce. think about toilet paper and the pandemic Think about the beginning of quarantine and fighting over water/toilet paper -Can be interpersonal feelings as well (power, self-esteem, how they are being treated) 5. Perceived interference -If you think that people really intended to do something you'll be mad -this can be enraging if you find out they're doing it on purpose (ex: stranger tripping you) -most of the time ppl arent doing things to upset you, typically theyre just going about their lives and they just happen to upset you.

Why do impasses happen? How do you break them impasses?: (1)Incompatible frames--> _______ the negotiation

1. Incompatible frames: People sometimes have a hard time coming to an agreement because they see the interaction from opposing positions - instead of from commonalities ---EX: think about choosing where to go to vacation with your partner, they want to go to the desert but you hate the heat --> but they want to go for the sceneary/hikes. different perspectives can create tension but what you forget is that deep down you both want the same thing (to spend time together) 1. Reframe the negotiation: Talk in their terms. In other words, find a frame they already agree with and use that to structure your message. -EX:In the case of a boss who is reluctant to raise your salary you can talk about the importance of investing in employee satisfaction - if you know they already support that notion. (1a) Find a frame you can both agree upon: --In the case of going to the desert with your bg/gf you can remind yourself and your partner that your main goal is to have fun with each other - location doesn't matter, but being comfortable does (1b). Remind people that coming to an agreement is better than walking away (1c). talk about shared interests and how the two of you are better off working together instead of working apart.

What are the dirty tricks of negotiating (LIST THEM ONLY)

1. Intimidation 2. good cop bad cop 3. Deception 4. Left at the altar 5. Snow Job 6. Cloning 7. Cash King

What are three solutions when using integrative negotiation

1. Logrolling -Trading issues of importance --Ex: going for a night out with your partner/they pick dinner and you pick movie-- 2. Nonspecific compensation --EX: buddies don't wanna go out but you offer to but their first beer-- -Making it worth their while to secure a deal// can be done in lots of different ways 3.Multiple equivalent offers -Giving people the opportunity to pick the outcomes they desire, all of which you accept --Ex: bolkan giving his sister options to pick the restaurant she wanted to go to-- -Negotiate several issues at a time/ gives them a sense of autonomy / gives you some sense of control 4. (ADDED BECAUSE 4TH SOLUTION IN LECTURE NOTES)Present solutions with multiple issues at the same time You should present package deals at once so that you're not bargaining one item at a time in a distributive manner, instead supply offers on two or more issues at once so that ppl can balance their needs with their concessions across the entire bargaining zone

How can the media be differentiated? (2)

1. Media richness = the amount of information you can transfer in a communication episode. -Most rich = Face-to-face because you have: words, nonverbal communication too. --Can process multiple cues simultaneously ---Facilitates rapid feedback ----Enables the creation of personal "presence" -That goes away with mediated communication. --Depending on your media of choice that will go away either to a large extent or to a small extent -In mediated contexts, you end up losing some nonverbal communication behavior and a certain level of depth in the conversation. --i. Even in video conferencing like Zoom (as you probably all know by now) 1. Lose immediate reactions 2. Can't see their full posture 3. Emotional tones are muted -This all matters because important affective (i.e., emotional) information is lost. -Emotions as social information theory suggests that emotions are important in communication because they tell us about the states that other people are experiencing. --This goes for negative emotions (e.g., anger, frustration, irritability). ---And for positive emotions too (joy, enthusiasm, interest). ----So, when we lose media richness, we lose this emotional information. 2. Media Synchronicity Communication is meant to both (1) convey information and to help people (2) converge on meaning (convergence refers to having the same interpretation of a situation). -When using mediated communication, it might be harder for people to understand where you are coming from... to help them see your side of the position. i. As media synchronicity would predict, mediated communication is often asynchronous which can make it more difficult to communicate convergence.

What are the SIX core rules?

1. No free gifts. Seek trade off. 2. Start high. (Start high drop back) 3. Follow a dramatic initial concession with sharply diminishing concessions. 4. Krunch early and krunch often 5. Never settle issues individually. Settle all issues as a package-at the end. 6. Conclude with a nibble.

(Men and women in negotiation) Reasons for the differences (video and lecture material) (5)

1. Physiology (biggest influence) -men and women have different brain structures -Function of testosterone that you're exposed to before birth (video) -only 50% of the population has the same brain sex as their biological sex --15% of the pop is switched --35% has attributes of both 2. Socialization -How boys and girls are taught differently -Girls → emotional/ submissive -Boys → tough/competitive -Girls and boys are reinforced differently → (whether in school/friends/peers) leads to different forms of expression ex: 'boys dont cry' -people tend to be rewarded and punished based on the expectations that we have about others --Stereotypical behaviors of men: -Strong -Dominant -Assertive -Rational --Stereotypical behaviors of women -Weak → bolkan crossed this out bc his girlfriends -have all been strong -Submissive -Accommodating -Emotional (when women are strong and dominant she can be seen as behaving in a manner that is less positive) 3. Self-construals -women tend to put more importance on the relationship/people --tend to be 'keepers' of a relationship// will focus on the relational interests of both parties -men tend to be more independent-minded and focused on things --in arguments men tend to focus on right and wrong --look for a clear winner without worrying about feelings or relationships// competition 4. Expectations Matter bc when someone breaks our attention they capture our attention → we focus more on those behaviors // men can be more aggressive in a negotiation than a woman can, when women are aggressive we notice. bc of these differences reseacrhers mention that because of these stereotypes women can really only be --likable and ineffective --effective and socially unattractive 5. Experience -Men more likely to take a risk than a women -in an ambiguous situation when you don't know whether or not you should negotiate a man will be way more likely to try than a woman is --therefore they get subsequent experience

What are common problems when using integrative negotiation?

1. Premature judgment : idea that you judge others ideas or problems without giving them full consideration -If you have this ppl will be frustrated with you and how you solve problems -Withhold all negative judgement to allow creative solutions --EX: Bolkan asking students for ideas for taking his girlfriend and him saying they're all terrible -If you judge people's ideas they're going to have negative reactions// consider people ideas in their entirety 2. Searching for the single answer -Thinking that there is only one way to solve the problem -You might not get exactly what you want, but sometimes the conclusion to those problems can be better for you --EX: breaking up and being sad but then starting a new relationship and being more happy -Thinking that there's only one way to be happy/solve the problem 3. Thinking that their problems is their problem -Their problem is YOUR problem -If they cant make a deal you can't either WORK TOGETHER 4. Not using principled negotiation -Always use objective criteria --Ex: Think about building a house (the foundation); you don't want to negotiate objective standards, that's just how it is-- -Essentially both parties doing your own research and coming up with their own numbers (ex: bolkan and selling bikes)

Any drawbacks for mediated communication? (3)

1. Takes more time. This time stems from... Production costs - takes longer to make a message. Delay costs - the time it takes for people to react to one another. 2. Less likely to promote a positive emotional tone, build relationships. This is mainly found in shorter contexts. In longer contexts the relational aspect of theinteraction can still exist (e.g., pen pals). Can promote positivity if you establish a relationship first (through a phone call, ormeeting, etc.) before you negotiate in your more heavily mediated format. 3. People can be/appear more aggressive because of the lack of positivity.

What are some ways we can enhance our negotiation skills in mediated contexts? (4)

1. Try to get agreements in writing (even in face-to-face negotiation). (1a) This means get an email or a written form that outlines the details of a deal. (1b) Verbal agreements are only as good as the people who make them. Do not rely on these, they fail. 2. Use visuals or written information to facilitate information transmission (even in face-to-face negotiations). (2a) Show people the aspects of your deal that they need to "see." (2b) Help organize your thoughts with a structured plan put on paper that you can share with others if you need to. -EX: think pie charts 3. If the other person appears manipulative or if you are nervous about the emotional aspects of negotiation - move things to a mediate context--> over the phone/zoom. 4. Compensate for reduced richness a. Play up the positivity in mediated contexts (this tends to be muted). Create a relationship before you negotiate online. Remember that your interpretation of their intentions is likely to be skewed toward the negative. Work hard to be responsive, bruh.

What are the 4 levels of competence?

1. Unconscious incompetence - people make mistakes about their communication but they are unaware of their errors. --When you're bad at something but don't even know it EX: Bolkan and Golfing-he thought he would be awesome at it, thought it was easy→ but sucked (if you think like this you're likely in this stage) Ppl can be bad at communicating and not know that they're bad at communicating Ex: Bolkan and how he does consulting for companies & when he asks them to rate their communication skills → they say they are great but in reality they are terrible communicators 2. Conscious incompetence - people recognize the problems they may be having with communication. --First step in getting help Know you're bad at something (at least you know you're bad cuz now you can seek help) Happens when you get feedback/information about the performance Ex: Bolkan and golfing, when he went to actually play he sucked (when you know you're bad you're able to admit it) 3. Conscious competence - people are able to modify their behaviors but their actions seem artificial and stilted. They must be deliberate in their interactions to effect their desired outcomes. --People can do something correctly, but have to think about it (really focus) to make sure they're doing a specific behavior Ex: Bolkan and golfing he has to coach himself as he does it When you're negotiating (think this class) we have to remind ourselves strategies (ex: 'remember to krunch' 'make sure to log roll' 4. Unconscious competence - people are so comfortable and effective with their communication skills that they can produce successful interactions without effort. ex: think Pro's

What can women do to overcome obstacles to negotiating? (4)

1. Women tend to seek out negotiation less when they are in ambiguous situations SOOO --> (1a) Do research so you can be informed on when you can and when you cannot negotiate. the more you're aware of your negotiating flexibility the more you're aware that this is actually an option you can choose to pursue--> the more you are to do it Ex: Study looking at MBA's → when men are offered to take first jobs they're more likely to negotiate it than women. Ex: Bolkan at his first job trying to figure out why he got paid more over the other teachers--> it wasn't sex/pedigree/experience/publications it was because when the dean called them they were the only ones who krunched the original negotiation--> as a result they got a higher salary -be aware when you can and can't negotiate 2. Women tend to negotiate better when they are responsible for others...SOO--> (2a) try to reframe the negotiation as being on behalf of others ex: bolkan and being a busboy--> why his coworker did better for him at the job (bolkan just needed extra cash/ his coworker needed to feed his child) --you can reframe a negotiation to think of creating more money for your family/others, this can help you move from feeling selfish to being altruistic 3. Women tend to have less experience SOO--> (3a) take classes like this one to get more experience/knowledge or seek out more negotiation opportunities 4. Women tend to be plagued by expectations (4a) sometimes you have to be an actor --> play up the feminine side by acting friendlier than perhaps a man has to be get get the same outcomes. bc men can get away with acting more stern or logical they can be less friendly. but bc women are judged more harshly based on expectations, you might have to act more friendly (smiling more) so you dont get dinged for behaving a manor that gets you the outcomes that you want -in job negotiations (women)remind them that--> that youre an employee not just a woman

Why keep the climate positive if you are employing distributive bargaining techniques?

Be hard on the deal, easy on the person -Being liked leads to more concessions from others. -When ppl like you they are more willing to make fair agreements compared to when they dislike you 1.give your partner the benefit of the doubt 2. take some time to cool off if things get heated 3. reframe the situation 4.express agreement or support/take responsibility/ admit and apologize when youre wrong/don't make excuses 5. stop negative spirals 6. avoid buzzwords (calm down/youre overreacting) -if you're going to fight someone, don't tell them you're going to fight them// Bolkans example of going to bar and wanting to fight someone, you don't start taking off your shirt and tell them you want to fight. instead, compliment their shirt and then just hit them when theyre not expecting it

What are the dirty tricks of negotiating and how do you defend against them?: 1. Intimidation -->

1. when someone tries to bully/intimidate you to do something EX: Bolkan and his example about going to 24 hour fitness for a guest pass (you had to talk to a sales rep beforehand to get the pass) Bolkan thought no problem and then when he met the sales rep the guy was huge and aggressive --> sales guy did the pitch and then told Bolkan that he would be dumb not to accept the sales pitch right then and there. when Bolkan told him that he wasn't interested and that he wanted to try out the machines the guy acted super angry and pissed off that Bolkan didn't want to purchase the contract right then and there. This guy was trying to bully Bolkan into buying a gym pass --🅷🅾🆆 🆃🅾 🅳🅴🅵🅴🅽🅳-- (1a) Relax, don't let the act scare you. Ultimately there is nothing they can do to you. you don't really have to work with these individuals you can walk away at any point (this is 2020 not the 1700's where they might challenge you to a dual) (1b) I stay strong and don't show weakness. what you shuold do is stay relaxed look them in the eye and say, "I came here to negotiate, not to fight" at this point you can have them explain to you why they think theyre correct, and then you can explain your position as well. It's like when homeless people want money from us and we are in the car Most people look away in intimidation I look right at them and smile (1c) If you get to the point where you don't like how people are treating you and you don't feel comfortable then consider asking for someone else - or go away and come back and talk to someone else. There are lots of people who can help you when you need it. If one person isn't working the way you want them to then consider taking a break and trying again with someone else. --> EX: Bolkan and his dad going to a car dealership and leaving to avoid a bad car salesman

What are some ways to frame deals as a loss compared to framing them as a gain? (first 3)

1.Highlight what ppl stand to lose as opposed to what they stand to gain. Ppl tend to react more to negative information than they do to positive information// Provide negative information -For example: "If you don't buy our insulation for your house you'll lose this much money on the value of your home" ^when ppl were given this, they were much more receptive and willing to buy the product, then they were for the positive standpoint 2. Scarcity- QVC does this when they sell an antique item that says only 2 of these left to make you feel as if you're going to lose something so you want to preserve the opportunity to buy it -Trying to make feel like if you lose this opportunity you'll lose this product -Meant to rush you, that you wouldn't otherwise -Don't fall for this usually not true 3. Disaggregate gains, bundle losses When you make concessions to other people, break em up Meaning: it's better to give multiple little gifts than one big one. -Example: Bolkan gives his nephew a bunch of little books on christmas but wraps them individually so he can open multiple presents.-same thing with concessions, when you have multiple gifts spread them out so you can experience all those individual moments of happiness not just one big one (smaller experiences have more impact) -Same with losses, if you're gonna ask for a concession from someone else, try to package that thing-people feel bad when they lose things slowly or spaced out, better to lose everything at once -Ex: if you go to the medical office and need to get multiple shots, what's better? Getting all the shots in one day? Or coming back throughout the week to get one each day? -Most of us just wants to get it over with/less painful -When you give someone something positive like that^ do it in several different steps so there's multiple experiences of happiness.

We spoke about some myths related to this type of bargaining, what are those?

1.You need to improve the relationship -Need to be worried about maintaining it not improving it, especially if it means impacting your goal// don't focus on their outcomes at the expense of your own outcomes -If you only care about them it changes the style to accommodating 2.You can't be aggressive -happieness with the other person leads to larger concessions compared to anger -You should not be person-aggressive but you can be aggressive with the problem -Defend yourself, let people know if their research is off -Make sure the alternatives are realistic-- ex: bolkan and the guy who wanted to buy his bike (other one was 2 hrs away) 3.You should compromise -Won't lead you to the outcomes that you want -Not the best way to reach a solution//but the easiest/quickest -'Futons of bargaining' -Okay in some situations but it is NOT integrative 4. There's a fixed pie -Idea that bc our issues incompatible so is our interests -Expanding the pie: 1) Figuring out why ppl want something//interests 2) Coming up with multiple issues that can make be traded on to ensure package deal is satisfactory for both individuals 3) expanding the pie means thinking about multiple issues bc these allow you to look for tradeoffs that make each person better off 4) while there is only one way to meet issues, there's several ways to meet interests Ex: Bolkan and working out with his girlfriend--they'll find a workable solution to them both wanting to work out different things interest : working out issue : which way to work out

What happens when the other person makes a first offer?

DON'T ACCEPT! You could do better, no one ever starts with their last price. Negotiate a few rounds before you accept. If they won't move away from the offer- ask what principle they're basing their numbers off of.

Should you accept the other persons first offer? Why or why not.

No! You could've done better, no one starts with their last price. It might make the other person feel bad, as if "my offer must've been too good if they took it right away, maybe I got a bad deal. I bet I could have done better."

Outcome for article 2?

Stick with soft bargaining if you can, it usually gives a better outcome. Hard tactics are better if it's a short negotiation.

What are the dirty tricks of negotiating and how do you defend against them?: 2. Good bop/bad cop-->

2. Good bop/bad cop Essentially the same thing as intimidation but with an "out" reflected in the good cop. -Research shows that the order of presentation of the cops here matters. in particular its important that you use the "bad" negotiator first to intimidate or to stall an agreement. And then the "good" negotiator comes through so they appear much more reasonable in contrast to the previous individual. -The second negotiator(good cop) tries to make it seem like they are on your team versus the other negotiator. They try to act like their hands are tied but they'll do their best to help you !!!Remember this: no one here is on your team!!! Not the first negotiator and not the second one either. The whole thing is a ruse to get you to work within their game plan --🅷🅾🆆 🆃🅾 🅳🅴🅵🅴🅽🅳-- (2a) Don't trust, ultimately your responsibility you need to look at the end result, not how you got there. In other words, ignore the first interaction (which seems better in contrast) and focus on the second one. (if its a good one on it own or if its only good in contrast to the first offer--> that's a diff story) ask yourself Is the final price good? If so, buy it? If not, don't. -But don't let a comparison between negotiators influence your perspective. ex: This is the same thing as seeing a jacket on sale from $500 to $400. Is it a good jacket at $400? If so, great... buy it. But, don't buy it simply because it is $100 off. That was likely the marketing plan all along. ALWAYS look at the final deal in isolation--> dont let the first interaction anchor you

Why do impasses happen? How do you break them impasses?: 2.Incompatible styles---> make ________

2. Incompatible styles: If both people have a dominating and distributive style of negotiation you will get nowhere because no one is willing to budge, both people are trying to win at the expense of the others --Without concessions, there is no negotiation. I have seen several students enter a negotiation exercise hell-bent on "winning" for themselves. These students often reach no deal impasses. -Most people would rather walk away from an unfair deal than let you claim the majority of value.//At least by walking away they can ensure that you both get the same thing - nothing. (2a)Make small concessions to get the negotiation rolling: Get people started on the idea that you will share concessions. This might mean that you are the person who has to start with a small concession and then you simply ask for one in return. what youre doing here is giving the first concession to get things started so both of yall can share concessions as you move forward (2b)Negotiate for them! --> sometimes the other side can have a hard time coming up with concessions that they want so why dont you come up with some that will work for you?--> ex: lets say that you want make 300 orders of a certain product and they are firm with only buying 200. you could say to them, does buying 300 sound good if we could drop the price by 5$, if that doesnt work ask 'would you buy 250 if we gave you a discount on shipping? the idea here is to find concessions that you would be happy with and make those as offers to them, if theyre unwilling to budge maybe you can come up with some concessions that can work for the both of you

What is principled negotiation?

Making deals based off facts&objective value, NOT off of feelings or ideas. Make decisions off of expert opinions, laws, market value, etc.

Why do impasses happen? How do you break them impasses?: 3.Unrealistic expectations:---> acknowledge the other persons ______?

3. Unrealistic expectations: -If your envelope is not correlated with reality then it is unlikely that you will reach an agreement. -This can happen if you value your position too much, devalue their position too much,or if you are unrealistic about your alternatives. Of course, the same is true on their end. --when you expect too much you'll find that you're too quickly disappointed --> need realistic expectations (3a)Acknowledge the other person's concerns: People don't always want to be right, but they do want to be understood. Communicate that you see things from their perspective and understand why they feel or think the way they do. Then, help them also see things from your perspective --For example, there is nothing wrong with saying: "Yes this is worth $10, but I can only buy it for 5 because I am going to resell it and I have to make a profit."--> think of the show pawn stars, they use this technique quite often.

What are the dirty tricks of negotiating and how do you defend against them?: 3.Deception--->

3.Deception EX: from lecture notes-> I once went to sell my car because I wanted to get a new vehicle that would handle the snow when I moved to Pennsylvania. After negotiating for a while I had the price for a new car dialed in, all I had to do was trade in my car. Went to trade in a car worth 12k in a private market to the dealer. Based on my research, a trade-in was about 9k. I was okay with this price - saves me the hassle of selling it myself. Plus, I know they can't buy the car at the private price because theyhave to turn a profit. I went to a used car associate within the dealership and the guy told me that he could only accept $7k Baffled, I asked how he came to that number. He told me, it's right here from what I see on my screen. He said the number reflected the "blue book" value of the car. I knew that wasn't right so I jumped up to look at myself. Sure enough, it said $9k next to my car on the screen, not $7k. Homeboy was lying. Rascal. He knew the car was worth more but was making information up about why he couldn't accept the car in its condition for the price I wanted --🅷🅾🆆 🆃🅾 🅳🅴🅵🅴🅽🅳-- (3a) Deception is one area that needs to be called out. --> protect yourself!! -->Do research before you negotiate, people can only lie to you if you do not know the truth. (3b)Ask them how they made their decision - remember to insist on principled negotiation(make them show you evidence). Show them objective evidence of why they are wrong. If you can't show people why they are wrong, let them know you are taking a break to do research to confirm what they said later. when it comes to detecting deception, not just in negotation but in interpersonal communication as well, theres ways to see if someone is lying to you (dont always work but at least we can increase our odds of people telling us the truth)--> (3c)Ask direct questions -Indirect answers are often a sign of lying. -"Did you sleep with that other woman?" -"Why are you asking me?" (getting angry) "You have no right to question me." when the wife asks a direct question and the husband answers indirectly usually an indication of lying. (3d)Don't ask questions that are easy to confirm with a simple lie. -Is this pump in good shape? "Yes." -(to your kid) Did you go to the library after school? "Yes." INSTEAD--> ask questions that force a bigger lie. These are harder to concoct. "Explain the pump's condition?" "When will I need to replace the pump?" (to your kid)--> What did you do after school? by asking a bigger more direct question, youll be asking to recieve a bigger lie, bigger lies take more cognitive resources to create and often times youll find that people have a harder time coming up with these (3e)Create a contingency contract that negates their attempts at deception. --> think dennis rodman

What are the dirty tricks of negotiating and how do you defend against them?: 4. Left at the altar

4. Left at the altar At the last minute the other side says no and backs out of the deal, that theyve already agreed upon--> unless you can make a big concession. -Notice that this is not a nibble (see Negotiate to Win). -This is a big concession that they want from you at the last possible moment. They do this because they think: 1. You are committed 2. You abandoned your other alternatives so you are stuck --🅷🅾🆆 🆃🅾 🅳🅴🅵🅴🅽🅳-- (4a)Let them walk away, don't give in to a major demand at the last minute if you already had an agreement. That is bad-faith bargaining. If they don't contact you and you still want the deal, contact them after some time has passed. -Don't fall prey to scarcity (scared you'll lose the deal). Lots of people get scared that if they lose this deal then their lives are ruined. Bullsh*t. You just don't know there are alternatives out there or you don't realize that those alternatives could make you just as happy if not happier. -Don't fall into the trap of what I call "one-ism"... the idea that there is only one workable option for you. Feeling this way is going to make life very difficult for you.

What are interests?

Why you want what you want. Example: She wants to be head of the HR department because it will double her salary. *think "Why"*

What are some ways to frame deals as a loss compared to framing them as a gain? (last 2)

4.Use reciprocity! If I give you something or do you a favor, you might feel obligated to do something for me. -You could give someone a concession then ask for one in return. -Make sure the things your exchanging are of equal value//more than 'that they gave' not 'what they gave' -Example: Bolkans example of the study with two students where one student leaves for (2) situations. Control group: didn't get the coke// non control:gets a coke.// THEN they try to get you to purchase raffle tickets which one are you more likely to buy from? -When someone is given a gift, they'll usually reciprocate (but can trigger unequal exchanges) When negotiating it might be a good idea to offer a small concession and then ask for something bigger in return later Use reciprocity to your advantage most People check about whether you exchanged favors, not the value of the favor exchanged 5. Make your problem their problem. -Use empathy. Ask people "how would you feel in my position?" Empathy is more effective than anger. -EX: Bolkans example of his girlfriend and him going to italy, but he buys the wrong tickets- so he talks to the company (that tells them the train companies are strict)-so he goes to the train station and talks to the workers there and tells them "I really want to enjoy my visit here, i made a mistake.... Imagine being in my position, would you really want to sit apart for 6 hours?' and then boom they traded his tickets

Example of why Americans can't negotiate

Target v. Walmart. If target's prices are too expensive, Americans can just walk down the street to walmart and get it cheaper. We just go to whatever store has better prices- we don't have a need to negotiate in everyday life because of this.

What do you care about in distributive bargaining? When is this type of bargaining appropriate?

You care about your outcomes (winning!). It's appropriate in one-off situations like buying a car.(you'll never negotiate with them again, will typically only do it once//results won't be carried into another future negotiation)

What are the dirty tricks of negotiating and how do you defend against them?: 5. Snow job!

5. Snow job! person youre negotiating with brings in unnecessary information as a way to distract or confuse you. -->Providing tons of information that is (at best) tangential to your issues. --->The idea is to overwhelm your capacity to think through the best alternatives.-->Instead of having to think through the mountain of data, the other side hopes that you will allow them to guide you using their expertise. what theyre trying to say is that, "theres all this information, you must be confused but I know the answer so ill tell you what you should choose when it comes to a negotiation" --🅷🅾🆆 🆃🅾 🅳🅴🅵🅴🅽🅳-- (5a)Ask what information is necessary in order to make the deal.Ask them: "Why do I care?" "How does this affect me?" --Better yet, you need to do the research necessary to understand what is important to know and what is not. Do not rely on having to trust your negotiation counterpart. They often have interests that are in direct opposition to your own. In other words, they may be motivated to deceive you--> so when it comes to understanding the details of the deal, you should know what's correct, what's important to know, what's incorrect and what's not important to know. the research that you do will put you in a position of power to make a good deal for yourself

What are the dirty tricks of negotiating and how do you defend against them?: 6. Cloning

6. Cloning- Using decoys to negotiate the price down - called decoys bc never follow through with the deal. -Essentially, a negotiator creates fake accounts (if negotiating in a mediated context) or has friends, etc. contact you to negotiate on the thing you are selling. point is to get you to reduce the price. -Usually these people negotiate in mediated contexts, they are not serious buyers so they never make the trip to look at what you have offered. --The goal is to appear like they are negotiating in good faith and what they're really trying to do is poke the deal to look for holes --> to determine how soft you are on the price. --Another goal is to make you feel like serious buyers do not exist. tryinf to get you to feel frustrated that people are interested but never follow through with the arrangement -->They are trying to make it seem like your alternatives are terrible. -cloning gives people an idea of how low you're willing to go, and by not following through on the deal they're making you feel like if you were to get a good buyer at all you'll take the offer (whatever it is) --🅷🅾🆆 🆃🅾 🅳🅴🅵🅴🅽🅳-- (6a) Only negotiate in person--> cloning only really happens when you negotiate in a mediated context. so, make a rule that negotiation only occurs after someone comes looks at/inspects the item. This ensures that they are serious about the transaction and not just "kicking tires" as some people say. -You will weed out a lot of dreamers and schemers if you follow this advice. -there's a lot of people who just want to feel you out when it comes to a negotiation, often times people will be working together to get the best deal for themselves. If they wanna come and spend their time to check out the product/figure out a price, we can negotiate in person. -don't be afraid to tell people, I appreciate your interest but I never negotiate over mediated context, I might be flexible in the price but you'll have to come to check it out before we talk any further

What are the dirty tricks of negotiating and how do you defend against them?: 7. Cash King

7. Cash King-Bringing cash, having close to the desired amount, but not bringing the total. -For example, I was selling a motorcycle for $5,500 and the guy showed up with $5,000. He told me that although we had a deal, this is all he could muster despite our previous arrangement. They hope you feel like you are so close to the agreed upon price that it is not worth losing the deal over the remaining $$. They are hoping that you see the cash and you think, f**k it. --> (ex: EDC ticket) --🅷🅾🆆 🆃🅾 🅳🅴🅵🅴🅽🅳-- (7a) Insist on the actual offer, bro! 10/10 times it is a bluff -EX: I told the guy who brought $5,000 for my motorcycle that we had adeal at $5,500. He would have to honor that deal for us to move forward. He said he'd have to check and left to go to the bank. Miraculously (/s) he showed up 2 minutes later with the full $5,500. You may feel invested and may not want to lose the deal. But, the SAME IS TRUE FOR THEM! Their argument is "do you want to lose a deal over this trivial amount of money?" -Flip the script... that sword cuts both ways. Do they want to lose the deal over this trivial amount of money? Besides, you already agreed on the price, you are on the moral high ground here. -dont let people try to trick you out of deal

How do you say no to someone?

You don't! You say "yes,if". For example, if someone says "Can you work my saturday shift for me?" you'd say "Yes, IF, you can cover me next Thursday."

Who should make the first offer? What happens if you like that offer?

You should make the first offer but don't accept it. It's better to take your time to get a better offer.

Boundary conditions for the outcomes?

Article 1: Cellphones, point system Article 2: Soft bargaining vs hard tactics Article 3 (BATNA article) : who revealed their BATNA and who did not.

What's bolstering? Does it work?

Bolstering is a technique used to establish a ZOPA. It works! For example, if I want a $5 candy, I'd ask for $5-$10 to buy it. I'm bound to get my target price or possibly more.

What is a bracketing offer? Does it work?

Bracketing is a technique for establishing a ZOPA. It does NOT work. For example, say I want money to buy a $5 candy. In bracketing, Id ask for $1-$10, and maybe only get $3. You don't get the target money you want.

What are the fundamental needs?

CAR: Compétence (smart), Autonomy (free), and Relatedness (liked/respected)

What are the two things that are important in integrative bargaining?

Your outcomes/their outcomes

What are your interests?

Creating value so both sides are better off

What are the consequences of having 2 systems for processing info?

Emotional brain usually wins

What are the 2 systems we have for processing information?

Emotional/experimental (amygdala) and the Rational (frontal lobe).

What's an example of a first offer guiding future outcomes/making it hard to move away from?

Ex: If someone tells you this rug is $1000, you can't just offer $100 for the rug because that would be insulting. You might get them to come down a little, but the cheapest you could probably get it for would still be around $600-$700.

What does it mean to "expand the pie"?

Expanding the pie: means thinking about multiple issues bc these allow you to look for tradeoffs that make each person better off think about Moms.com and how the negotiator could've included the other show into the negotiation to add value to the deal, maximizing it therefore expanding the pie

accommodation

a. Basically do what the other side wants b.This can help can maintain relationships-especially if you do not care about the outcome and the other person does c.Remember to never waste a concession though. Even if you don't care about an issue I wouldn't tell that to the other person. Instead, you can concede on it contingent upon them conceding on another issue that you do find important

What is the Fundamental Attribution Error?

FAE= matrix that talks about how 'I' explain things based on the outcomes that occur and based on who was the one doing the performing YOU OTHERS Do well-----> you situation Do poorly--> Situation them If you do well → i'm a good person -If I do poorly → bad luck or a mistake -So we tend to give ourselves the benefit of the doubt whereas we don't give others the benefit of the doubt, and this can lead to a lot of problems. When there's an issue we blame the other person → 'there's no problem with me i'm perfect, you created an issue now you fix it" → this is wrong because you'll find that most of the time conflict is interdependent. In conflict you're involved in some degree so you have to look at the conflict episode and ask 'what have i done' and 'what do we do' EX: Bolkan and soccer → imagine he gets to give a PK, so he goes to kick and he makes the goal, when people ask him how he made the goal he's going to respond that it was because he's awesome at soccer. Now imagine he misses, when people ask him what happened he's most likely going to say 'the sun was in my eyes' 'bad luck'. But we do the opposite for others→ when it comes to others and they do something good we assume it's because of the situation. Imagine bolkan is playing against a rival team, the rival team goes for a PK and they make it were going to explain their goal as a lucky shot.. But if they miss the shot we're going to say it because they suck. This how we feel/act especially with our adversaries or outsiders

Why do first offers work? Do they always work?

First offers guide future outcomes. They set the initial frame/anchor that's hard to move away from. Usually works bc they're hard to move away from

What are the results from studies that look at mediated communication in negotiation Scenarios? (4 total) Study 3: "Mind the Medium: A Qualitative Analysis of Email Negotiation"

Found that the same things that matter in face-to-face negotiation, matter online as well (this project studied negotiation through email in particular). This includes: i. Making multi-issue offers ii. Making positive comments iii. Suggesting ways to work together iv. Suggesting package trade-offsFound that "letting the negotiation go" leads to negative results. i. People who were not responsive tended to have partners who were less satisfied.

What should you do if you can't adequately prepare for negotiation? Why should you do these things?

Most likely postpone or cancel because the deal can and will probably end badly if you're not prepared.

Examples of how the emotional brain usually wins? From lecture notes

Incest example, rationally if they don't reproduce there's no harm to bloodline but our emotions still tell us it's super weird. Also, you wouldn't let a creep into your house at midnight for logical reasons, but if it was Ryan Gosling your emotions would want to invite him in.

How does one increase their own power in negotiation?

Increase your power by increasing your value, reduce opponents' alternatives, reduce their value, and increase your alternatives.

What happens when you make extreme first offers?

It can lead to better outcomes. Makes the other person walk towards what's actually your target price and gives you leverage. However, people will walk away if it's too extreme b/c they might feel offended.

What does our "old brain" do for us? How is this related to our fundamental needs (CAR)?

It lets us know when we're threatened. It's related to our fundamental needs as it is our ~emotional system~ that gets triggered when we feel threatened.

What advice do you have for people who negotiate multiple issues?

Negotiate simultaneously Create a scoring system your goal// don't focus on their outcomes at the expense of your own outcomes If you only care about them it changes the style to accommodating

What is the Objection? and what is the solution to this objection? 6. They want to think about it or they need more time

Objection: If ppl need more time (typically not good) they might not come back Solution: -Ask why they need more time? - ex. Best buy will price match before/after a deal- what they're saying is we know that you don't want to but this now because you might find a cheaper deal, but we'll cover that base for you in our policy-- -Make offer to buy sweeter, but contingent upon action- 'exploding offer'-make the deal a little sweeter- if you decide to purchase these now i'll give you a 10% discount, but if you leave i can't give you the same deal

What is the Objection? and what is the solution to this objection? 5. It seems too expensive

Objection: If people think its too expensive most of the time it's because they just don't see the value in it Solution: 1. Show cost of not doing the deal - ex. Car or house maintenance (future failures=higher cost) 2. Long term savings instead of up-front costs-- ex. Costco paper towels, cost per unit (buy in bulk=bigger discount) if you can show someone the savings exist, you will allow them to see how the value of doing your deal will be beneficial vs them pursuing an alternative

What is the Objection? and what is the solution to this objection? 2. Unmet interests

Objection: People say no to you if they feel like they haven't gotten value from a deal// speaks to the importance of asking why people need something (interests) when we ask people why they want something, we can then meet those needs by becoming flexible in how we address their considerations Need to be able to articulate what's in it for them Solution: talk about your Relative Advantage (Talking about how working with us, and having a deal made with us makes them better off, when we think about this we have to be able to articulate how our version of the deal solves a current problem or makes something better for them) -we have to figure out what we can use as evidence to convince the other party that the plan you're trying to agree to is going to make them better off -You have to show that your plan will actually provide the solution that you're selling Ex: think about being bolkan trying to convince you(JR or SR) to transfer somewhere else (to USC with a guarantee that you'll get a 6 figure job// better off than where you are right now so you'd take it but see how this is better than the solution you have rn)

What is the Objection? and what is the solution to this objection? 4. Complexity-too complicated to understand to too hard to implement

Objection: People will not agree to a solution or a deal of it is too complicated to understand or too hard to implement Solution: If you want people to adopt your plan or deal, make it easy to do the harder it is to understand or enact your plan the less likely people will be to do it Example: QWERTY keyboard vs Dvoraks keyboard

What is the Objection? and what is the solution to this objection? 3. The other is losing face

Objection: Stems from fundamental psychological needs -Autonomy -Relatedness -Competence -remember people won't engage in deals if they don't feel good about it Solution:We need people to feel good about the deal and the interaction, so we have to be careful about how we treat others--don't create an enemy, work with the person make them feel good (then they are more likely to give you what you want) don't want them to feel:

What is the Objection? and what is the solution to this objection? 1. Lack of ownership/or lack of autonomy

Objection: someone feels like they need to be apart of the conversation/decision to give you their approval -Need for procedural justice (justice that ppl look for when decisions are made) Procedural=This means that the methods were fair 1. Did they have a say? 2. Were they listened to? 3. Did anybody consult them before decisions were made? Solution: Ask for your counterparts opinion (so they feel as if they had a part in it) -Invent options that they can customize or choose from so that they can have some choice (multiple equivalent offers-> by giving your partner options to choose that they may exercise you might find that they are more responsible/committed to the deal because you gave them the opportunity to choose one/they chose which one to pursue) -Provide options you're happy with as well EXAMPLE: Bolkan having to do a survey with all the CLA students and instead of making the survey and asking the dept heads to distribute it, he involves them and asks for input--survey was more effective

Are objections to your final position bad?

Objections to our proposal? Fret not! -Mean that the person is still willing to work with us, (if they were completely unsatisfied they would have left the interaction, but by objecting they allow us to fix the deal to make it more suitable for them) -Objections also give you an opportunity, to trade something of value to keep the deal alive

How is power defined in negotiation?

Power dependence theory. My power= your dependence on me. Your power= my dependence on you.

How does precision affect first offers? Specifically, what is it about precise offers that make giving them an effective technique? (Idea of médiation)

Precision makes first offers look more thoughtful/credible. It shows you did your research.

What is the outcome for article 1

Seperate the people from the problem. Be upset at the deal and NOT the person.

What are the dual concerns?

The dual concerns are -your outcomes- what you get from the transaction -their outcomes/relationship- not harming the relationship

Why not start off with a "fair price"?

There's a direct relationship between where you start in negotiation and what your outcome is. Ideally you'd start high above you ZOPA so that your counterpart negotiates down into your ZOPA.

What do you know about precise offers?

They show credibility, makes an offer seem more credible and thoughtful than round offers. For example: 10,987 sounds more thoughtful than just rounding to 11,000.

How do deadlines affect the negotiation process?

They speed up the negotiation process. -When you reveal that you have a deadline, you should NOT reveal that you have a bad alternative. Having a deadline makes the problem their problem, revealing you have a bad alternative makes it your problem -Ex: Bolkan is selling a car and you're buying it. He says he's selling it by friday, so now you know you have a deadline for your best offer or else someone else will buy it by Friday. He should NOT say "i have to sell it friday because i'm moving out of state saturday and i'll be screwed if i don't sell". Cause then that gives the seller leverage over him (bad alternative) -Share your deadline and make your problem their problem but don't share that you have a bad alternative you have because they'll leverage it against you Slow down if you can. Most people who say "you have to buy today" do not mean it. Take your time if you can! -Tip: the quicker someone wants to finalize a deal means that they have a good outcome they want to solidify (want you to commit to it) the slower you are the more errors you can detect -When people move quickly it means that they have a deal that they want to solidify/they want to commit to it -EX: commercials that say 'call in the next 10 min for this special deal'- it's a marketing ploy- doesn't actually have a deadline

How are the fundamental needs triggered/satisfied using negotiation tactics?

They're triggered/met by feelings like there was a fair outcome, they were treated politely, the process was fair, and if they'd work with the other person again.

What do you need to think about when forming a BATNA?

Think about yours and the other persons reservation price. Create your envelope. Be REALISTIC and SPECIFIC. Know your bottom line!

How important is preparation to a negotiation process?

VERY important, 80% of the negotiation is done in research

Outcome for 2020 BATNA article?

Those who revealed their BATNA tended to give their opponent leverage and didn't get as good of a deal.

Why can't Americans negotiate?

We give free gifts. We're the "i'm outta here" people. We depend on persuasion. It's tacky to us to negotiate , we're embarrassed.

What might you ask yourself to help prepare for a negotiation?

What do you want? What are your alternatives? What's an appropriate range of prices? What does my opponent want? What are THEIR alternatives? What's THEIR probable range of prices? What's my BATNA/ZOPA and what might theirs be?

What are issues?

What you want. Example: She wants to be head of the HR department. *think "What"*

Avoidance

a. If both people agree to disagree or if both agree to avoid a topic this can work (for example, not discussing politics or religion to maintain social harmony in groups) b. But, when someone wants to talk about something and you avoid the issue it can be detrimental to relationships. You have to hash it out. c. Sometimes when you are emotional in negotiation it can be a good idea to take a break to cool off and to act deliberately instead of reacting to your emotional flare up. That said, if you take a break it might seem like you are avoiding an issue that the other side wants to talk about. In this case, be sure to tell the other person that you need a break but that you want to come back when you can address the issue in a calm manner

What are the results from studies that look at mediated communication in negotiation Scenarios? (4 total) Study 4: "The impact of communication media on negotiation outcomes"

a. Looked at 4 communication mediums (face-to-face, video, phone, online chat) b. Face-to-face and video conference lead to more collaboration compared to phone and computer chat. -Partners were able to tell their counterparts were trying to be friendly (when they were, in fact, trying to be friendly) in face-to-face conditions twice as well as in the other conditions. --Face-to-face and video negotiators were the least likely to compete. -Face-to-face negotiation led to the fastest resolutions (this is true when compared against video negotiation too). -Objective outcomes did not change as a result of the communication medium. This means settlements were the same. -More rich media = more satisfaction with the outcome. 1. This is because the process of negotiation and the relationship matter too... not just $.

What are the results from studies that look at mediated communication in negotiation Scenarios? (4 total) 2. "The dark side of negotiation: Examining the outcomes of face-to-face and computer- mediated negotiations among dark personalities"

a. Some personality traits lead people to be more manipulative and selfish: Machiavellianism. b. These people tend to do better when they negotiate face-to-face compared with when they are forced to negotiate in mediated contexts. c. This is because people are less likely to be manipulated by others' charm (so to speak) if you can move the negotiation to an online format as opposed to a face-to-face format.

compromise

a. This can work if you need a quick deal. These are easy and people see them as fair. b.But a compromise can be considered a loss for both sides. That's why it is not considered the best of all tactics. Think of a compromise like the futon of negotiating-Futons work but theyare not great. Sure you have a bed and a couch. But you have a shitty bed and a shitty couch.

Competitive/distributive bargaining

a. if one person gains something, the other must lose it (usually happens with 1-issue agreements b. this type of negotiation is about claiming value when resources are scarce c. pro tip: even if the relationship doesn't mean much to you..act like it does! don't create an enemy, ppl treat you better in negotiation when they like you

What are "dirty tricks"?

also known as 'difficult tactics' --> basically they represent things people do to deceive you, intimidate you, or to be aggressive toward you. you should be aware of these tactics so you can be prepared so you can deal with them using your rational brain NOT reacting to them using your emotional brain