Negotiation

An interpersonal decision-making process between two or more parties to reach a mutually beneficial agreement.

Setup

Preparation and planning in negotiation.

Structure

Organization of participants in negotiation.

Discussion

Offers, counteroffers, compromises in negotiation.

Distributive Negotiation

Win-lose negotiation (e.g., haggling price).

Integrative Negotiation

Win-win negotiation (e.g., supplier contracts).

Competitive Negotiation

Aggressive, win-focused negotiation.

Compromising Negotiation

Middle ground agreements in negotiation.

Power-Based Negotiation

Using authority to gain advantage in negotiation.

Negotiation strategies

Structured preparation and tactical planning to achieve the best outcomes in negotiations.

BATNA

Backup plan if negotiation fails.

Target Point

Ideal outcome in distributive bargaining.

Resistance Point

Walk-away limit in distributive bargaining.

Initial Offer

First proposal to anchor negotiation.

ZOPA

Zone of Possible Agreement.

Negotiation Power

Ability to influence negotiation outcome.

Cross-Cultural Negotiation

The process of negotiating between parties from different cultural backgrounds.

Ethics in Negotiation

Applying moral principles during negotiations to maintain trust and fairness.

Conflict

Happens when two or more parties have incompatible goals, interests, or values.

Intrapersonal Conflict

Conflict within oneself.

Interpersonal Conflict

Conflict between individuals.

Intergroup Conflict

Conflict between groups or teams.

Interorganizational Conflict

Conflict between organizations.

Competing (Conflict Resolution)

One party aims to win in conflict resolution.

Collaborating (Conflict Resolution)

Both parties seek a win-win in conflict resolution.

Avoiding (Conflict Resolution)

Withdrawing from conflict.

Accommodating (Conflict Resolution)

Prioritize others over self in conflict resolution.

Compromising (Conflict Resolution)

Each party gives up something in conflict resolution.

Conflict management

The process of identifying, addressing, and resolving conflicts in a structured and efficient manner.

Contingency Approach

No single conflict management strategy works for every situation. Different strategies fit different conflicts. Flexible response is key.

Conflict Mapping

a visual representation of conflict that identifies stakeholders, their interests, and potential solutions.

Conflict Tracking

measure resolution effectiveness and identify recurring issues.