1. Adjustment and Concession Making
1.1. - A party agrees to change his/her position, concession restrict the range of options
1.2. Dilemma of Honesty: How much of the truth one tell to the other party
1.3. Dilemma of Trust: How much should negotiatiors believe what the other party tells them
2. Value
2.1. Claming Value: Result of zero sum or distributive situations
2.2. Creating Value: Result of Non-zero sum or integrative situations
2.3. Value differences that exist between negotiators include: Differences in interest Differences in judgments about the future Differences in risk tolerance Differences in time preferences
3. Conflict: Sharp disagreement or opposition
3.1. Intrapersonal conflict: oneself
3.2. Interpersonal conflict: 2 people or more, family, boss, etc.
3.3. Intragroup conflict: Between a group of reduced people
3.4. Intergroup conflict: Between an organization or a bigger amount of people
3.5. Dysfunctions of Conflict:
3.5.1. Competitive, win-lose goals Misperception and bias Emotionality Decreased communication Blurred issues Rigid commitments Magnified differences, minimized similarities Escalation of conflict
4. The Dual Concerns Model
4.1. Contending, Yielding, Inaction,Problem Solving, Compromising
5. All people have the power to negotiate
6. Negotiations
6.1. solve a problem
6.2. create agreements
6.3. support each other
7. Burgaining
7.1. win-lose situations
7.2. competitive
8. Negotiation
8.1. win-win situations
8.2. mutually acceptable solution
8.3. Characteristics
8.3.1. two or more parties
8.3.2. conflict of needs and desires
8.3.3. parties
8.3.3.1. negociate by choice
8.3.3.2. expect a "give and take" process
8.3.3.3. negociate for agreement
8.3.4. successful negotiation involves
8.3.4.1. Management of tangibles
8.3.4.2. Resolution of intangibles
8.4. do not negotiate when
8.4.1. you would lose the farm
8.4.2. you are sold out
8.4.3. the demands are unethical
8.4.4. you do not have time
8.4.5. you do not care
8.4.6. the other party act in a bad faith
8.4.7. time will improve your position
8.4.8. you are not prepared
9. Interdependence
9.1. parties need each other to achieve their preferred outcomes or objectives
9.2. interlocking goals
9.3. Goals
9.3.1. Win-lose
9.3.1.1. one winner
9.3.2. Win-win
9.3.2.1. Opportunities for both parties to gain
9.4. types
9.4.1. Zero-sum or distributive
9.4.1.1. one winner
9.4.2. Non-zero-sum or integrative
9.4.2.1. mutual gains situation