Attitude Structuring
One negotiator is pleasant; the partner is unpleasant.
What is the "Good cop/Bad cop" technique? (aka "Good guy/Bad guy or White hat/Black hat)
One side imposes something unpleasant, but removes it when the other concedes or agrees (Not threat or ultimatum).
What is "harassment?"
The least favorable outcome (minimum) that one side would accept.
What is a "Resistance Point?"
These differ from "Positions" and reflect why the party holds those positions.
What are [Substantive] Interests?
Where negotiators find extra resources to apply to the problem.
What is "Expanding the Pie?"
Using "humor" and hosting socials have this common goal.
What is "Put the other side in a good mood?" (also OK: What is create a cooperative MO?)
When one side asks for a small concession, the other asks for a large concession.
What is the "Upping the Ante" gambit?
This type of settlement fits both Integrative and Distributive dimensions on the Dual-Concerns model.
What is "Compromise?"
Image advocated by Bill Ury to mentally remove yourself from the situation, so you see the conflict objectively.
What is "Go to the Balcony?"
When two issues are settled simultaneously: Each issue has different value to each side.
What is "Logrolling?" (OR What is "creating a package deal?")
This refers to "interpersonal sensitivity."
What is Interpersonal Orientation (IO)?
As shown in class, this lessens the negative effect of a threat.
What is a disclaimer?
The subjective value that an outcome has for a negotiator.
What is "Utility?"
Research shows this generates more ideas because everyone can type at once.
What is "Electronic Brainstorming?"
When a new creative solution emerges, fully solving the problem.
What is "Bridging?"
According to Rubin & Brown, the most effective negotiation takes place in this IO-MO quadrant.
What is High Interpersonal Orientation - Cooperative Motivational Orientation?
One side pretends Issue#1 is very important but then offers a concession on #1 in return for you conceding on Issue#2 (which was really their goal).
What is the "Bogey Tactic" (aka the "Red Herring" or "False Issue" gambit)
The point that maximizes your utility; your most favorable - yet realistic - goal.
What is your "Target Point?"
Idea generation method where one person circulates a proposal and others add their ideas to it.
What is "the Delphi Technique?"
Small groups argue for different solutions before a larger group; helps prevent Groupthink.
What are "Action Team Debates?"
A person offers a series of small concessions and says each time, "this is to establish goodwill and foster cooperation."
What is Osgood's Graduated Reciprocation in Tension Reduction (GRIT) approach?
One negotiator discusses their own proposal as if it is already a settled fact.
What is a "fait accompli"? (similar to the "First Draft" gambit)
After your opponent makes the first offer, use "Bracketing" to establish the ___ Range.
What is "Bargaining Range?" (a.k.a. "Settlement Range" or "Contract Zone")
The line in a graph that shows the maximum possible joint payoffs.
What is the Pareto Efficiency Frontier? (a.k.a. Pareto Efficient Frontier)
Different interests that caused conflict are replaced by new interests, often causing the original problem to be moot.
What is "Super-ordination?"