COM4800 EXAM STUDY GUIDE
Steps of negotiation
Step 1
Preparation & planning - Answer Make sure goal stays in focus
- deliberately looking ahead
- what am i going to get done
Put goals in writing
- more committed, focused, less tangents
Develop range of outcomes (acceptable outcomes)
Asses what you believe are the party's goals
Use gathered information to develop a strategy
- indirect and direct
Steps of negotiation
Step 2
Definition of ground rules - Answer Parties exchange initial proposals or demands
Lay out ground rules, procedures, expectations of negotiation
- *Process* not outcome
Steps of negotiation
Step 3
Clarification & justification - Answer Both parties
- explain
- amplify (foot in the door technique)
- clarify
- justify
Original demands/proposals
Steps of negotiation
, Step 4
Bargaining & problem solving - Answer Parties need to make concessions
How does this look differently in:
- Distributive
- Integrative
Steps of negotiation
Step 5
Closure & Impactions - Answer Formalizing the agreement
Developing procedures for implementation and monitoring
Ethical disagreement - Answer Express disagreement
- Can't hide disagreement
Express disagreement in a timely way
Express disagreements with rhetorical sensitivity
React to disagreement with a spirit of inquiry
Groupthink - Answer Tendency of highly cohesive groups not to evaluate thoroughly and
critically all aspects of a decision or problem
Symptoms of Groupthink - Answer 1. Group overestimates its power and morality
- "of course were right"
2. Group becomes closed minded
- Thinking in a silo - ex. When you think your paper is genius but someone critiques it
3. Group members experience pressure to conform ("just go with it")
- Internal
• If one person does not agree, then everyone else pressures them to get on board
• Illusion of participation
- External
• Deadlines, people getting sick of waiting for your participation
4. Group dismisses group member concerns
Steps of negotiation
Step 1
Preparation & planning - Answer Make sure goal stays in focus
- deliberately looking ahead
- what am i going to get done
Put goals in writing
- more committed, focused, less tangents
Develop range of outcomes (acceptable outcomes)
Asses what you believe are the party's goals
Use gathered information to develop a strategy
- indirect and direct
Steps of negotiation
Step 2
Definition of ground rules - Answer Parties exchange initial proposals or demands
Lay out ground rules, procedures, expectations of negotiation
- *Process* not outcome
Steps of negotiation
Step 3
Clarification & justification - Answer Both parties
- explain
- amplify (foot in the door technique)
- clarify
- justify
Original demands/proposals
Steps of negotiation
, Step 4
Bargaining & problem solving - Answer Parties need to make concessions
How does this look differently in:
- Distributive
- Integrative
Steps of negotiation
Step 5
Closure & Impactions - Answer Formalizing the agreement
Developing procedures for implementation and monitoring
Ethical disagreement - Answer Express disagreement
- Can't hide disagreement
Express disagreement in a timely way
Express disagreements with rhetorical sensitivity
React to disagreement with a spirit of inquiry
Groupthink - Answer Tendency of highly cohesive groups not to evaluate thoroughly and
critically all aspects of a decision or problem
Symptoms of Groupthink - Answer 1. Group overestimates its power and morality
- "of course were right"
2. Group becomes closed minded
- Thinking in a silo - ex. When you think your paper is genius but someone critiques it
3. Group members experience pressure to conform ("just go with it")
- Internal
• If one person does not agree, then everyone else pressures them to get on board
• Illusion of participation
- External
• Deadlines, people getting sick of waiting for your participation
4. Group dismisses group member concerns
