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PSYCH FINAL Part a negotiation where one member benefits only if the other agrees to make a concession
PSYCH FINAL
- Part a negotiation where one member benefits only if the other agrees to make a concession.
- In a negotation, where two people work together to seek a solution that will benefit both.
- Exists because it takes two individuals, groups, organizations, or nations to negotiate.
- Exists because an agreement can be reached only if the other disputant agrees.
- Exists because negotiators depend on one another for information about a possible agreement.
- Involves a choice between believing or not believing the other negotiator.To believe the other negotiator is to risk potential exploitation.
- Involves the risk of either being exploited for disclosing too much too quickly or seriously damaging the negotiating relationship by refusing to disclose information (making it seem deceitful or distrusting).
- A negotiator should return the same benefit or harm given to him or her by the other negotiator.
- The benefits received or the costs assessed by the negotiators should be equal.
- How to reach an agreement favorable to oneself but not so one-sided that the other negotiator refuses to agree.
Expert Solution
- Distributive Issues
Part a negotiation where one member benefits only if the other agrees to make a concession.
- Integrative Issues
In a negotation, where two people work together to seek a solution that will benefit both.
- Participation Interdependence
Exists because it takes two individuals, groups, organizations, or nations to negotiate.
- Outcome Interdependence
Exists because an agreement can be reached only if the other disputant agrees.
- Information Dependence
Exists because negotiators depend on one another for information about a possible agreement.
- Dilemma of Trust
Involves a choice between believing or not believing the other negotiator.To believe the other negotiator is to risk potential exploitation.
- Dilemma of Honesty and Openness
Involves the risk of either being exploited for disclosing too much too quickly or seriously damaging the negotiating relationship by refusing to disclose information (making it seem deceitful or distrusting).
- Norm of Reciprocity
A negotiator should return the same benefit or harm given to him or her by the other negotiator.
- Norm of Equity
The benefits received or the costs assessed by the negotiators should be equal.
- Goal Dilemma
How to reach an agreement favorable to oneself but not so one-sided that the other negotiator refuses to agree.
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