Foundations 1-3
Closely related to goals, this is a belief about what we ought reasonably to accomplish
What is an expectation?
Described as the secret to trust, this is the duty to repay in kind what others have done for us
What is the norm of reciprocity?
In the driving analogy, this negotiation stage is compared to "making eye contact"
What is information exchange?
To avoid lying while answering questions from the other side, you could use this approach
What is tell the truth slowly?
In this negotiation, both parties stood to benefit significantly from reaching a deal, thus creating a potentially wide bargaining zone and making it important to consider creative solutions beyond just monetary compensation
What was Master Yoga?
For the Curry brothers, deeding the park to the city; for Barbara, playing another season in Woodland Hills
What is the BATNA for each party?
You always have one of these; it's just a matter of identifying it
What is a BATNA?
This exists when the parties in a negotiation have bottom lines that permit an agreement at some point between them
What is a ZOPA?
This tendency to fixate on competitive aspects leads negotiators to assume someone has to win and someone else has to lose
What is the fixed-pie bias?
Research indicates this is the single most important step" in becoming an effective negotiator
What is effective preparation?
This school of ethics aligns with the idea that "what goes around comes around"
What is the pragmatist school?
On the surface, Coffee Contract appeared to be THIS type of negotiation; in actuality, it had potential to be THIS type of negotiation
What is distributive and integrative?
Barbara's attitude/approach for much of the negotiation, which keeps the negotiation focused on distributive rather than integrative issues
What is overconfidence and competitiveness?
After several rounds of negotiation, a buyer’s maximum willingness to pay is below the seller’s minimum acceptable price; thus, this likely exists
What is a negative bargaining zone?
A homeowner decides they will keep their house rather than accept any offer below $300,000; thus, $300,000 represents this
What is their walkaway/bottom line/reservation price?
This first step in using others' interests is vital because "companies and institutions have policies...but only people negotiate"
What is identify the decision maker?
This refers to accommodating each other’s most important interests and priorities in exchange for reciprocal accommodations
What is logrolling?
When a process breaks down, the first moves are to STOP talking about these and START talking about this
Quickstop Mall utilized THIS type of ADR, which is similar to THIS other type of ADR
What is mediation and what is arbitration?
If, after Barbara’s negative reaction to his $500,000 first offer, Ted had immediately lowered it without receiving a counteroffer, he would have been committing this negotiation error
What is negotiating against yourself?
An initial offer should be set here relative to your target point
What is beyond it with room to make concessions? (higher if seller or lower if buyer, for example)
This form of leverage relies on appealing to standards of fairness or precedent to influence the other party’s decisions
What is normative leverage?
The party that thinks they have the most to lose from a ‘no deal’ outcome has the least of this
What is leverage?
This tactic ensures that you never make a concession without linking it to a mutual concession
What is conditional concession making, OR the if-then formula?
You should stand your ground and use leverage in response to this type of impasse
What is a bargaining bully?
Using coalitions was one way to gain more leverage in these two multi-party negotiations
What/ are Football Stadium Expansion and Rooftop Deck
After reaching an agreement, Barbara says, "I really don't want to mess with the grandstand cleanup. What if you take care of it and the parking fee collection, and I'll give you 60% of the parking?" This ask reflects this negotiation tactic
What is the nibble?
These three types of issues can be used to categorize issues in a multi-issue negotiation
What are distributive, integrative, and compatible?
This makes it easier to gain agreement by linking proposals to the other party’s prior statements or commitments
What is the consistency principle?
Strategy of "making common cause with others" to gain "numbers," "social proof," and better alternatives
What is form a coalition?
This is the goal of all negotiations
What is secure commitment, not just agreement?
This is the recommended course of action if you experience a conflict spiral during a negotiation
What is: Calm down or take a break, then make a small, unambiguous move in the other side’s direction, draw attention to it, then wait for reciprocity?
The tactic of "making big moves on your little issues and little moves on your big issues" aligns with THIS negotiation approach; it was particularly relevant for these three multi-issue negotiations (name at least 2 of them)
What is integrative bargaining; what are New Car, New Recruit, and Outside Offer?
Barbara made this error when setting her walkaway/reservation point
What was focusing on the lease price rather than total revenue potential?
This is how you could define "the negotiator's dilemma"