Distributive Negotiations
Integrative Negotiations
The Basics of Negotiations
Fundamental Structure of Negotiation
Feeney Facts
100
This approach blocks one sides ability to attain a goal while allowing the other side to achieve theirs
What is zero-sum
100
This tactic expands the resource pie to satisfy the interests of all parties
What is creating value
100
This form of decision making includes two ro more parties talking in effort to resolve their interests
What is negotiation
100
The larger _____ is, the easier it is for parties to find an agreement
What is bargaining mix
100
David has this many nieces
What is 3
200
This is the point which a negotiator is hoping to reach
What is a target point
200
This is the desired outcome of an integrative negotiation
What is win-win
200
At this point in a negotiation both parties feel they have reached an agreement
What is a settlement point
200
During the negotiation, this sets the foundation for parties expectations and strategies
What is concessions
200
This is David Feeny's favorite band
Who is Rush
300
This is the area between both parties' resistance points
What is the zone of potential agreement
300
Free flow of this is necessary for the best outcome of an integrative negotiation
What is information
300
This form of negotiation occurs when opposing parties goals are individualistic
What is claiming value/distributive
300
This strategy in negotiations values relational outcome but not substantive outcome
What is accommodation
300
This is David Feeney's favorite form of excercise
What is bike riding
400
This is the difference between the preferred and acceptable settlements
What is the bargaining range
400
Doing this keeps ones own feelings out of the negotiation
What is depersonalizing
400
This is a legally binding resolution determined by a third party
What is arbitration
400
This strategy in negotiations values neither substantive nor relational outcome
What is avoidance
400
David Feeny collects this in his past time
What is baseball cards
500
These are the three elements of effective commitment
What are finality, specificity, and consequences
500
This key question will help you uncover underlying interests
What is, "Why?"
500
A tactic used to close the deal during a distributive negotiation
What is provide alternatives/assume the close/split the difference/exploding offers/sweetners
500
This strategy values substantive outcomes but not relational outcomes
What is competition
500
David Feeny studied law abroad in this city
What is London
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