4.1 - Negotiation

Question 1

in a negotiation, should you focus on interests or positions & why?

Answer 1

interests because you wanna find out the why’s and what motivate the parties

Question 2

what is the resistance points in a negotiation?

Answer 2

the max and minimum for each party

Question 3

what is false authority?

Answer 3

one party agrees to a solution, another party (boss) says no later on

Question 4

what is the anchoring effect?

Answer 4

a psychological phenomenon whereby the first number quoted in a negotiation causes the rest of the negotiation to be based on that number

Question 5

what is the eleventh hour throw in?

Answer 5

where a party asks to add one more item just before the deal is signed

Question 6

is practice through trial and error the best way to internalize learned negotiation skills?

Answer 6

no

Question 7

why is determining priorities crucial in a negotiation?

Answer 7

you must enter negotiation with a true negotiation with a true understanding that you will have to give up something in order to get what you value

Question 8

In Negotiation, we should be focusing on:
A. Set a resistance point
B. Establish an aspiration target
C. Focus on what each party wants

Answer 8

B