Chapt 1 nature of negotiation
Economics, psychology and anthropology are different perspectives to understand different aspects of this.
What is negotiation?
Find out why your counterparts want what they want.
What is the first principle of investigative negotiation?
Effective strategizing, planning and preparation are the most critial precursors for achiving it.
What are negotiation objectives?
Identifying and defining the problem, undestanding the problem and bringing interests and needs to the surface, generating alternative solutions to the problema are major steps in the process of this type of negotiation
what is integrative negotiation?
Is the tactic in which one person acts kind and the other tough.
What is the good cop/bad cop tactic?
Most people use this word interchangeable to negotiation.
What is bargaining?
Seek to understand and mitigate the other side´s constraints.
What is the second principle of investigative negotiation?
An strong interest in achiving only substantive outcomes tengs to support this strategies
What are competitive strategies?
These are often based in more deeply rooted human needs or values.
What are the interests?
In this tactic the negotiation starts with a ridiculously low or high opening offer that they know they will never achivieve.
What is the Lowball/high ball tactic?
Conflict between parties, tow or mor parties involved and be a voluntary process are characteritics of this.
What is negotiation?
Interpret demands as opportunities.
What is the third principle of investigative negotiation?
Long-term focus, trust and oppenness, efforts to find mutually satisfying solutions, pursuit of goals held jointly with others are the characteristics of this kind of strategies
What are collaborative strategies?
It is attained through har work, information exchage, flexibility, focusin on interests rather than positions.
Whare are solutions?
In this tactic the negotiators pretend that an issue of little or no importance to them is quite important.
What is the bogey tactic?
The need to look good, the need to win and the need to defend an important principle are this type of factors in a negotiation?
What are intangible factors?
Understanding the others party´s interests and constraints
What is the main focus of integrative negotiation?
Preparation, relationship bulding, information gathering, are key steps of the ideal process of this.
What is the negotiation process?
In a negotiation the lack of this element promotes positional bargaining instead of collaboration.
What is trust?
In this tactic the negotiators ask for a proportinally small concession on an item that hasn´t been discusseds previously in order to close the deal.
What is the Nibble tactic?
This model includes the level of concern for the individual´s own otcoms and the level of concern for the other´s outcomes.
What is the Dual concerns Model?
Create common ground with adversaries
What is the fourth principle of investigative negotiation?
This requieres hard work on the following points: defining the issues, the bagaining limit, the interests, the limits and alternatives.
What is the effective planning?
Making concessions, initiate cooperation, hold a positive attitude toward the other person, area factors that contribute to this in a negotiation.
What is trust?
In this tactic negotiatiors combine a large bluff with a threatened action to force the otehr party to give them what they wnat.
What is the chicken tactic?