Ch 4

Question 1

What is the negotiation stages?

Answer 1

Stage 1 – Preparation • Decide who will make the proposal first. Will it be you or the
other party?

Stage 2: Exchange information Each side should be allowed to share their underlying interests
and concerns uninterrupted

Stage 3 –Negotiating
• Both sides begin a give-and-take.

Stage 4: Closing and commitment
Two sides should sign the contract.

Question 2

When are you going to Walk Away in a Negotiation?

Answer 2

• He is keeping things quiet, this means that it’s a test of who’s
going to be the first to break the silence by giving an offer.
• He gives unfavorable offer.
• He is showing anything that lacks trust.

Question 3

What is The Importance of Exchanging information?

Answer 3

Make the negotiation process smoother.

Question 4

The Negotiation power

Answer 4

the ability of parties in an
argumentative situation to have an influence over each other.

Question 5

What is the Elements influence the Negotiation stage?

Answer 5

• Engaging: The impressions you form about each other.
• Framing: how you define the negotiation.
• Norming: setting the expectations for how the
  bargaining process will proceed.