Flashcards
Week 7 - Distributive and Integrative
Cards in this deck (9)
- 1Distributive negotiation (e.g. divorce settlement)drive by a win-loose mindset
- when parties are trying to divide something - 2Bargaining SequenceOpening Offer
Counter Offer
Initial concessions
Final offer - 3Bogeypretending the issue is not important
- 4Bait and switchchanging the object of negotiation
- 5Nibbleasking for last minute compromise
- 6Integrative Negotiationfocuses on the interest of the parties
- 7Fisher and Ury's Four Components (separate, focus, generate alternatives, evaluate)1. Seperate people from the problem
2. Focus on interests not positions
3. Generate a variety of alternatives that provide mutual gain
4. Evaluate alternatives based on the objective criteria - 8Substansive Interests (examples)price, property etc.
- 9Process InterestsThe process of negotiation (how it happens)
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- Flashcards on Week 7 - Distributive and Integrative, created by Simona Rogoz on 14/09/2017.
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- Simona Rogoz
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