chapter 10 Flashcards

1
Q

negotiation

A

the process of discussion in order to reach agreement on a course of action (or solve a dispute) that satisfies the interests of all involded.

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2
Q

negotiation can include:

A

resolving disputes
agreeing on courses of action
bargaining for individual or collective advantage
reaching outcomes to satisfy the interests of those involved.

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3
Q

skills required in a negotiation

A

persuasion and listening

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3
Q

three stages in a negotiation

A

planning
conducting the negotiation
measuring success

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3
Q

planning a negotiation

A

setting objectives- what do u want to achieve
what does the other side want
what r u going to say and how
who are you negotiating with
have a second choice (backup)
do you insists or want to collaborate
listed consequences for both sides
at what point will u walk away
possible outcomes- collaborative approach=win-win
compromise agreement=win-lose
competitive approach= lose-lose
choosing evidence- accurate well presented, include relevant facts.
benefits and weaknesses of proposal- advantages or dis. of accepting your proposal for both sides. support evidence for each point made
arguments and counter arguments- identify key detail the other side will disagree with

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4
Q

conducting the negotiation

A

setting the tone: when and where
get to know the other side- build trust
language- repsectful
be confident and calm
presenting your proposal: clearly, be specific, visual aids
understanding points of view ask questions, bargaining, listen well
summarising to check understanding
reaching an agreement: put in writing.

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5
Q

measuring success

A

identify what went well and how to improve the next time
did you get what u wanted
why was it unsuccessful
how well did you plan
did u set the right tone
use simple clear language
manage to persuade them to change their view
change ur negotiation strategy next time
which enterprise skills did you use

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