Asked by ivanovazv6 on coursehero.com chapter 3 - negotiations and transaction 1) What does it mean if an interest is both intrinsic and instrumental to a negotiation? 2) Even well-intentioned negotiators can make three common mistakes; one is failing to negotiate when they should. What are the other two common mistakes? 3) The text supplies four important characteristics of integrative negotiators, one of which an "abundance
mentality" or a "win-win" mentality. What are the other three characteristics of successful integrative negotiators? 4) What are the four major steps in the integrative negotiation process? 5) Those wishing to achieve integrative results must manage both the context and the process of the negotiation in order to gain the cooperation and commitment of all parties. What are the key contextual factors surrounding the negotiation process? 6) When creating value,
the goal is to push possible solutions to the Pareto efficient frontier. Describe the ideal point that lies on this "frontier" line. 7) In a successful integrative negotiation process, negotiators must be firm about their primary interests and needs, but flexible about what? 8) Identify the four types of interests. 9) It is important that processes to create value precede those to claim value for two reasons. What are the two reasons? 10) There are several techniques to help negotiators generate alternative solutions to problems in the integrative negotiation process. These techniques fall into two general categories. What are those two categories? 11) One option for generating alternative solutions by redefining the problem is to use nonspecific compensation. Define "nonspecific compensation." 12) One option for generating alternative solutions by redefining the problem is to find a bride solution. Define "bridging. Answered by adrianestevan on coursehero.com um dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, co  Unlock access to this and over Have an account? Log In Step-by-step explanationum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam lacinia pulvinar tortor nec facilisis. Pellentesque dapibus efficitur laoreet. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. Donec aliquet. Lorem ipsum dolor sit amet, What personal characteristics of negotiators facilitate a successful integrative negotiation?An integrative negotiation is unique in that it involves more complex interest and, thus, requires a more complex strategy. The following are characteristics of orientations of a negotiator that tend to improve their proficiency in integrative negotiations. Back to: Negotiations & Communications Negotiators should seek commonality in goals or objectives with regard to any interest. A common goal is one that all parties share equally, each one benefiting in a way that would not be possible if they did not work together. In the absence of a common goal, the parties may be able to identify shared goals for any interest. A shared goal is one that both parties work toward but that benefits each party differently. If a specific interest goal is not common or shared, it may be possible to combine the the interest with others in support of a greater ultimate goal or objective. A joint goal is one that involves different personal goals agreeing to combine them in a collective effort. Confidence in Problem-solving AbilityParties who believe they can work together are more likely to do so. Confidence is related closely to perceived ability or knowledge. A high level of skill or knowledge is known as expertise. Expertise with regard to an interest at stake in a negotiation strengthens the negotiators understanding of the problems complexity, nuances, and possible solutions. Expertise, if approached correctly, will generally lead a negotiator to be more open minded and creative regarding potential resolutions or possible outcomes. Openness to Alternative PerspectivesIntegrative negotiation requires a negotiator to accept both her own and the other party's attitudes, interests, and desires as valid. Empathy is the ability to understand the position of other party. This is important for successfully employing a cooperative strategy in an integrative negotiation. Motivation and Commitment to Work TogetherFor integrative negotiation to succeed, the parties must generally be motivated to collaborate. Collaboration entails a cooperative approach to resolving the conflict at hand. This generally requires a belief in a common fate or understanding of the level of dependence in the negotiation. TrustMistrust inhibits collaboration. Generating trust is a complex, uncertain process. In subsequent articles, we discuss in detail the role of trust and relationships in negotiation. Clear and Accurate CommunicationsNegotiation is essentially a communication exercise. Of note, negotiators must be willing to selectively share information about themselves as part of the negotiation process. Further, negotiators must understand the communication, or meaning each party attaches to their statements. In later articles, we discuss the significance of communication in negotiation. Related Topics
Discussion QuestionWhich of the aforementioned elements do you believe would be most important to a successful integrative negotiation? Can you identify additional characteristics of a negotiator that would facilitate integrative negotiations? Do you think any of these characteristics would be a detriment in distributive forms of negotiation? What are the characteristics of integrative negotiation?What personal characteristics of negotiators facilitate a successful integrative negotiation?. Common, Shared, & Joint Objectives or Goals. ... . Confidence in Problem-solving Ability. ... . Openness to Alternative Perspectives. ... . Motivation and Commitment to Work Together. ... . Trust. ... . Clear and Accurate Communications.. What is an integrative negotiator?What is integrative negotiation? Integrative negotiation—also called integrative bargaining, interest-based bargaining or win-win bargaining—is a negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each.
What are the factors that facilitate successful integrative negotiation?The seven factors that facilitate successful integrative negotiation are the presence of a common goal, problem-solving ability, validity, motivation, commitment, trust, clear communication and understanding. Provide an example of each of these factors.
What are the four major steps in the integrative negotiation process?Steps in an Integrative Negotiation. Step 1: Identify and define the interests in conflict. ... . Step 2: Assess your BATNA with regard to the alternative interests. ... . Step 3: Determine your reservation point, but do not reveal it. ... . Step 4: Determine your target point (be realistic, but optimistic).. |
Which of the following is not a characteristic of a successful integrative negotiator
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