MAN4441 FINAL EXAM

Fork Tail EffectsIf you do something bad, you are judged by that bad action. Make good impressionsPoweris the potential a negotiator holds to influence others or the course of events.Statusis the relative social position or rank given to negotiators or groups by others.Potential PowerUnrealized power, a level of expertise, capability that you don't know you havePerceived PowerA negotiator's assessments of each party's potential power. This may or may not be true to realityPower tacticsTechniques/Behaviors used based on my level of power. designed to use or change the power relationshipRealized PowerThe utilization or potential of that powerInformational sources of power-Derived from the negotiator's ability to assemble and organize data to support his or her position, arguments, or desired outcomes -A tool to challenge the other party's position or desired outcomes, or to undermine the effectiveness of the other's negotiating argumentsPersonal sources of powerTraditional Competitive bargaining♣ Hiding one's bottom line, making very high or low offers, gaining information from one's contactsManipulations of an Opponent's NetworkAttempt to weaken an opponent's position by influencing his or her associate or constituencyReneging on negotiated agreements♣ Reneging on an agreement once an informal closing has occurredRetract an offer♣ Once a negotiator puts an offer on the table, they should not retract itNickel-and-dimingAsking for just one more thingSocial Contract:How we are going to conduct ourselves in resolving the conflict. (ex. Due diligence)Incentivesdraw the attention to the importance of the negotiationPressure tacticslead the other party to realize that the status quo is unacceptableEnlistment of allieshelp the other party see the advantage of negotiatingProcessDesigned to change the negotiation process through adjustments to the agenda, sequencing, decision rules, and the likeAppreciative moves:designed to break cycles of contentiousness that may have led to deteriorating communication, acrimony, or even silenceMultiparty Negotiationa group of three or more individuals, each representing his or her own interests, attempting to resolve perceived differences of interest.CoalitionsWhen parties within a group partner together to increase their powerPrinciple-AgentAgent mediates what is going on between the parties. Make sure they are working on our behalf.ConstituenciesPeople that have interest in the outcomes of the negotiations; they represent the constituency. They have influence in it.Team NegotiationA group of peopleIntergroup:Negotiation between groupCondorcet paradoxWhen power transfers or shifts as the negotiation involvesescalation of commitmentrefers to the unfortunate tendency of negotiators to persist with a losing course of action, even in the face of clear evidence that their behaviors are not working and the negotiation situation is quickly deteriorating.Impassea condition or state of the conflict in which there is no apparent quick or easy resolution.Tactical impasseparties deliberately refuse to proceed as a way to gain leverageGenuine impasseparties feel unable to move forward without sacrificing something important