Social psychologyLesson 2 of 2 in the course Conflict and Negotiations

Negotiation Stages, Bargaining Strategies, Preparation, and Cultural Context

5 flashcards · 5 quiz questions · 5 match pairs · 5 fill-in sentences · English

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Summary

Negotiation helps individuals and groups pursue goals when another party has some control over whether those goals can be achieved. This lesson introduces the four common stages of negotiation and explains why their timing and importance can differ across cultures.

Negotiation is a process in which individuals or groups try to realize their goals by bargaining with another party that has at least some control over goal attainment. It calls for communication, decision-making, and skillful use of influence and power.

All flashcards

Negotiation
Goal-seeking bargaining with another party that has some control over whether those goals can be achieved.
Resistance price
The point beyond which a negotiator will not go to reach a settlement.
Integrative bargaining
A win-win approach that seeks options meeting both parties’ important interests.
BATNA
The best course available if no negotiated agreement is reached.
Principled negotiation
An approach emphasizing interests, objective standards, resources, and alternatives over temporary positions.

Quiz questions

  1. In distributive bargaining, how are resources generally treated?Answer: As a fixed amount that the parties compete to divide.
  2. Which conditions support effective integrative bargaining?Answer: Sharing enough information and building trust to explore options that serve both parties’ interests.
  3. What does a strong BATNA do for a negotiator?Answer: It makes the negotiator less dependent on accepting an unattractive agreement.
  4. Before negotiating, what does organizing the process involve?Answer: Identifying issues, setting priorities, designing a package, and planning an agenda.
  5. How should a negotiator use broad cultural patterns when preparing for a discussion?Answer: Treat them as starting points for inquiry, then observe and clarify with the people involved.

Based on Organizational Behavior by J. Stewart Black, David S. Bright, Donald G. Gardner, Eva Hartmann, Jason Lambert, Laura M. Leduc, Joy Leopold, James S. O’Rourke, Jon L. Pierce, Richard M. Steers, Siri Terjesen, Joseph Weiss (OpenStax), licensed CC BY 4.0. Adapted into a summary, flashcards and quizzes.

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