4.4.9 Flashcards
1
Q
What is negotiation ?
A
Negotiation is the process between two or more parties that aims to balance different interests, needs and expectations in order to reach a common agreement and commitment while maintaining a positive working relationship.
2
Q
What are negotiation Key aspect ? (6 points)
A
It is a process • It involves two or more people • Has negotiators with conflicting positions • The negotiators attempt to reach agreement • The negotiators modify their original positions
3
Q
What is the process for Negotiation process ?
A
Understanding need for negotiation, planing, discussion, proposal & agreement,review.
4
Q
What is the process for Negotiation process ?
A
Understanding need for negotiation, planing, discussion, proposal & agreement,review.
5
Q
What are the measures to analyse the interest of all parties involved?
A
• Know and reflect own interests, needs and constraints • Gather and document relevant hard and soft information about interests, needs and expectations of all parties involved • Analyse and document available information to identify own priorities and likely priorities for other parties
6
Q
Develop strategy and trade offs?
A
• Set out your trade-offs, options and alternative negotiation solutions. • Prepare for the negotiation • Know what you will trade and what you will not • Align these with the other parties • A best alternative to a negotiated agreement (BATNA) should also be identified
7
Q
Four type of negotiations?
A
Formal, informal, competitive, collaborative
