Ch 4 Flashcards
What is the most critical concern for achieving negotiation objectives?
Strategizing
Planning
Preparation
How should the goals for a negotiation be set?
concrete
specific
reasonably attainable
What is the competitive negotiation strategy style?
distributive, win-lose bargaining
What is the accommodation negotiation strategy style?
involves an imbalance of outcomes (“I lose, you win”)
What is the avoidance negotiation strategy style?
If one is able to meet one’s needs without negotiating at all
Which strategy style is similar to the competitive negotiation style?
accommodation
What are the characteristics of the collaborative negotiation strategy?
integrative, win-win negotiation
What is relationship building?
Understanding differences and similarities
Building commitment toward a mutually beneficial set of outcomes
What is an ideal negotiation process?
preparation
relationship building
information gathering
information using
bidding
closing the deal
implementing the agreement
What is important for negotiation success?
planning
What is required of effective planning?
Define the issues
Assemble the issues and define the bargaining mix
Define your interests, limits, and alternatives
Know your limits and alternatives
Set your objectives (targets) and opening bids (where to start)
Assess constituents and the social context of the negotiation
How can interests be based?
Substantive Based-related to the focal issues
Process Based-related to the manner it is settled
Relationship Based-current or desire future relationships
What is the best deal that one can possibly hope to achieve?
opening bid
When assembling information, what questions should be ask when presenting issues to the other party?
What facts support my point of view?
Whom may I consult and talk with to help me?
What is the other party’s point of view?
How can I develop and present the facts so they are most convincing?
What is a negotiation strategy?
The overall plan to achieve one’s goals in a negotiation
