Term
| 5 elements of a negotiation? |
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Definition
| parties/interests, interdependency, a common goal, flexibility, ability to make decisions |
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Term
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Definition
| relationship/task, emotional/intellectual, cooperate/win |
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Term
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Definition
| a process that includes gathering general information, learning the priorities of the other side in the specific negotiation, and assessing the strength and weaknesses of their positions. |
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Term
| two concerns for dual concern model |
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Definition
| concern for self, concern for others |
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Term
| five negotiation styles of dual concern model |
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Definition
| avoiding, accommodating, collaborating, competing, compromising |
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Term
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Definition
| displays tact and diplomacy, causes stalemates |
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Term
| good and bad of accommodating |
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Definition
| good team builder, may make unwise concessions. |
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Term
| good and bad of competing |
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Definition
| has excellent instincts for claiming value, focuses on issues that are easy to define as win-loss |
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Term
| good and bad of collaborating |
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Definition
| instinctively tries to discover and satisfy the real interests of the parties, may transform a simple problem into a complex one. |
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Term
| good and bad of compromising |
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Definition
| best when stakes are small and time is short, can rush the process and agree to unnecessary concessions |
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Term
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Definition
| negotiating parties that depend on each other |
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Term
| name the two types of goals within every conflict |
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Definition
| content goal, relationship goal |
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Term
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Definition
| the substance of the issue |
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Term
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Definition
| how the parties intend to relate to each other |
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Term
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Definition
| the goal they identify at the start of a negotiation |
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Term
| define transactional goals |
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Definition
| goals that arise or become apparent during the negotiations (not before or after) |
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Term
| define retrospective goals |
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Definition
| goals that emerge after the negotiation has concluded |
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Term
| define colaborative goals |
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Definition
| an attempt to identify and satisfy mutual goals. |
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Term
| name the 4 stages/phases of negotiation |
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Definition
| preparation, opening session, bargaining, settlement |
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Term
| What steps are included in preparation for a negotiation |
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Definition
| identifying all the issues, setting priorities, develop supporting arguments |
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Term
| What steps are included in the open session of a negotiation |
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Definition
| setting ground rules, determining a framework or plan of action, exchanging initial proposals |
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Term
| What steps are included in bargaining for a negotiation |
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Definition
| engaging in the give and take of negotiations, including discussion of issues and exchange of counter proposals. |
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