Negotiation Midterm , Chapter 1 - 4 textbook notes

Distributive Bargaining

Competing over a fixed amount of value ("value claiming").

Integrative Negotiation

Both parties work to achieve their goals ("value creation").

Intrapersonal Conflict

Conflict within oneself (ideas, thoughts).

Interpersonal Conflict

Conflict between individuals.

Intragroup Conflict

Conflict within a team or group.

Intergroup Conflict

Conflict between organizations, groups, or communities (most complex).

Target Point

Desired goal.

Resistance Point

Limit beyond which one will not go.

Opening/Initial Offer

First offer made.

Bargaining Range (ZOPA)

Space between parties' resistance points.

BATNA

Best Alternative to a Negotiated Agreement; stronger BATNA = more power.

Hardball Tactics

Types include good cop/bad cop, lowball/highball, bogey, nibble, chicken, intimidation, aggressive behavior, snow job.

Success Factors

Careful planning, strong execution, and monitoring reactions.

Four-Step Process

Identify and Define the Problem, Surface Interests and Needs, Generate Alternative Solutions, Evaluate and Select Alternatives.

Substantive Interests

Tangible outcomes.

Process Interests

How negotiation unfolds.

Relationship Interests

Long-term ties.

Principle-based Interests

Fairness, ethics.

Factors for Success

Common/shared/joint goals, faith in problem-solving ability, belief in both perspectives' validity, motivation and commitment, trust, clear communication, awareness of negotiation dynamics.

Strategy

Overall plan (e.g., competition, collaboration, accommodation).

Tactic

Short-term, adaptive move.

Planning Process

Define the goal, define major issues, assemble issues & rank importance, define interests, know your BATNA, know your limits, analyze the other party, set your targets and opening bids, assess the social context, present the issue effectively.