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Flashcards in NEGOTIATION Deck (23)
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SOURCES OF CONFLICT

COMMUNICATION
INTEREST
STRUCTURAL
PERSONAL BEHAVIOR
WORLD VIEW

1

VARIABLES OF MANAGING A CONFLICT

WHO
STAKES
SITUATION

2

5 CONFLICT MANAGEMENT STYLES

COMPETING
ACCOMMODATING
AVOIDING
COMPROMISING
COLLABORATING

3

ACCOMMODATING MANAGEMENT STYLE

STATE LOW, SITUATION HAVE TIME, LOSE/WIN, YIELD

4

COMPETING CONFLICT MANAGEMENT

STATE HIGH, SITUATION URGENT, WIN/LOSE, ONE WAY

5

AVOIDING CONFLICT MANAGEMENT


STATE LOW, SITUATION HAVE TIME, LOSE/LOSE, DO NOT ENTER

6

COMPROMISING CONFLICT MANAGEMENT

STATE LOW, SITUATION HAVE TIME, WIN LOSE / WIN LOSE, 4 WAY STOP

7

COLLABORATING CONFLICT MANAGEMENT

STATE -LOW,
SITUATION -HAVE TIME
WIN / WIN
MERGE

8

CATEGORIES OF NEGOTIATION

DISTRIBUTIVE, INTEGRATIVE

9

DISTRIBUTIVE

RESOURCES ARE LIMITED, SINGLE ISSUE NEGOTIATIONS AND CONSIDERED ZERO SUMS,
WITH THREE STRATEGIES
ACCOMMODATE, COMPETING, COMPROMISE

10

INTEGRATIVE NEGOTIATION CATEGORY

WIN-WIN , RESOURCES NOT NECESSARILY FIXED, RESOURCE MUST BE DISTRIBUTED BUT NOT NECESSARY FIZED - highly cooperative relationship

COLLABORATE

11

ACTIVE LISTENING

MINIMAL ENCOURAGEMENT, PARAPHRASING, EMOTION LABELING, MIRRORING/REFLECTING, OPEN-ENDED QUESTIONS, EYE MESSAGES, EFFECTIVE PAUSES

12

COOPERATIVE NEGOTIATION STRATEGY
(CNS)

STEP 1: POSITIONS
STEP 2: INTERESTS
STEP 3: BATNA
STEP 4: BRAINSTORMING
STEP 5: SOLUTIONS

13

PRE NEGOTIATION

STEP 1: POSITION
STEP 2: INTEREST
STEP 3: BATNA

14

DURING NEGOTIATION

STEP 4: BRAINSTORMING
STEP 5: SOLUTIONS

15

BATNA

BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT

16

LOW CONTEXT CULTURES

US, CONNECTIONS HAVE NOT ALONG TIME, EXTENSIVE COMMUNICATION

17

HIGH CONTEXT

JAPAN , TO SOCIETAL GROUPS OR CULTURE WHOSE CLOSE WITH ONE ANOTHER

18

CONSTRUCTIVE CONFLICT

LEADS TO SOLUTIONS , RESOLUTIONS, AND HIGH LEVALS OF UNDERTSTANDING

19

DESTRUCTIVE CONFLICT

CREATES BARRIERS TO COOPERATION COMMUNICATION AND IMPACTS MORAL

20

zopa

zone of possible agreement

21

zopa

the area between the most and the least, bargaining range

22

WHAT CAN CONFLICT BE

CONSTRUCTIVE OR DISTRUCTIVE