What is best alternative to a negotiated agreement?
100
A negotiator’s optimal goal, or the point at which she/he would like to conclude negotiations
What is target point?
100
In this step, a negotiator depersonalizes the problem
What is identify and define the problem?
100
Effective goals must be
What is specific and measurable?
100
four levels of conflict
What is intrapersonal, interpersonal, intragroup, and intergroup conflict?
200
When parties act to influence each other in a negotiation
What is mutual adjustment?
200
This gives negotiators the power to walk away from any negotiation when the emerging deal is not very good
What are alternatives?
200
Identify and define the problem, Understand the problem and bring interests and needs to the surface, Generate alternative solutions to the problem, Evaluate those alternatives and select among them
What are the four key steps in the integrative negotiation process?
200
When negotiators choose not to negotiate - the nonengagement strategy
What is avoidance?
200
one of the "surprising" benefits of conflict
What is stimulating and fun?
300
Two dilemmas that all negotiators face in mutual adjustment
What is a honesty and trust?
300
The attitude the negotiator will adopt during a negotiation
What is opening stance?
300
Allows both sides to achieve their objectives
What is integrative negotiation?
300
preparation, relationship building, information gathering, information using, bidding, closing the deal, and implementing the agreement
What are Greenhalgh's seven key steps to an ideal negotiation process?
300
conflict strategy also called competing or dominating
What is contending?
400
Successful negotiation involves the management of
What is tangibles and the resolution of intangibles?
400
When a negotiator provides alternatives, assumes the close, splits the difference, has an exploding offer, or sweeteners
What is closing the deal?
400
Integrative negotiation is also referred to as
What is win-win?
400
usually begins with an analysis of what is to be discussed in the negotiation
What is defining the issue?
400
Conflict is defined as
What is a sharp disagreement or opposition, as of interests, ideas, etc.?
500
Negotiations occur to
What is to create something new or to resolve a problem or dispute between parties?
500
Good cop/bad cop, lowball/highball, bogey, the nibble, chicken, intimidation, aggessive behavior, and snow job
What are examples of hardball tactics?
500
generating as many solutions to the problem as possible
What is brainstorming?
500
allows negotiators to design a road map that will guide them to agreement
What is effective planning?
500
The five major strategies for conflict management
What are contending, yielding, inaction, problem solving, and compromising?