IO/LO
One of the 6 Institutional Objectives covered in this class
What is:
Critical Thinking ("CT")
Scientific Reasoning and the Principles of Science ("SR")
The Human Condition, Cultures, and Societies ("HCCS")
Leadership, Teamwork, and Organizational Management ("LTO")
Clear Communication ("CC")
The Hardball Tactic that aligns with an HBR Hidden Trap of Decision-Making
What is lowballing?
A "positive" look at what happens if you don't get a deal
What is BATNA
The cognitive trap that shows that for the same underlying outcomes we are risk averse when presented as a possible gain but risk seeking when posed as a potential loss
What is the "Framing Trap"
Michael Grant says you either be one or the other.
What is a giver or a taker.
The learning objective is covered in the benchmark Browning and Dale Negotiation.
What is LO 13 (to understand the key role of preparation and hard work)
Threatening the other side in negotiation about the unreasonableness of the negotiation. "The sky is falling"
What is Chicken Little?
A "negative" look at what happens if you don't get a deal.
What is WATNA?
This trap is described by Warren Buffett's investment advice. "When you find yourself in a hole, you should stop digging"
What is the Status Quo trap?
One Objective Criterion you used or could have used in the Allison v. Phizocline Negotiation.
What is
TO BE DECIDED
The Institutional Objective covered by the Jung, TKCMI, and Big Five.
What is the HCCS ("self-awareness")
The one word term that is what you create when you logroll in a distributive negotiation (mislead the other side into believing one of your items being traded is worth a great deal more to you than it is so you can trade it at a higher "price" in the trade)
What is the "bogy"?
Jung says that this personality type draws energy from within and not from being around others.
What is "introvert"
"Getting to Yes" is about this tactic or approach to negotiation.
What is integrative
The pattern of ______that we study to know our next moves.
What is concessions?
The learning objective that we will accomplish when we rotate the group leader at the table?
What is learning objective # 14 (To lead a negotiation exercise)
Similar to a police interrogation, the two roles played by the hard balling negotiators
What is good cop, bad cop?
It measured the way you approach conflict. A self-assessment not to avoid.
What is "TKCMI"
any one of the three ways to deal with a hardball tactic from the other side of the table.
What is:
Ignore
Respond in Kind
Call Out
The two dilemmas of how to approach the other party in the negotiation whether you are "Getting to Yes" or not.
What are the dilemmas of Trust and Honesty
The learning objective in The Art Case (remember Hilario?)
What is learning objective 15? (To negotiate in a one-on-one setting and obtain feedback on performance
A hardball tactic often used by Asian negotiators to take advantage of the Westerners rush to do a deal. While it can be due to the negotiation context.
What is "asymmetrical time pressures"
A distributive tactic to avoid sharing information.
What is "screening".
The deal is agreed to in principle. One side then asks for a minor additional item hoping that in the good feeling of the moment, it will be added to the deal
What is "The Nibble"
In a perfect Integrative Negotiation where mutual gain has been maximized for both parties, the point where any concession going forward is a loss for one and gain for the other.
What is the Pareto Optimal?