Chapter 13 EXAM 3

Question 1

TRUE OR FALSE negotiating skills are not optional for the clinical professional

Answer 1

TRUE

Question 2

TRUE OR FALSE

effective negotiating is entirely a learned skills

Answer 2

TURE

Question 3

in negotiating It is important to apply good listening techniques, effective questioning methodologies, useful verbal and nonverbal communication approaches, and creative mechanisms in advancing what type of solutions and shared values.

Answer 3

win win solutions

Question 4

What is the first step in developing the essential insights and skills that ultimately make negotiation successful

Answer 4

recognizing the principles and foundations that guide negotiation skills

Question 5

what are the 7 following principles that are applied to ensure a positive exchange

Answer 5

1. understanding your own position
2. collect data on the other’s position
3. concession is a strategy, not a loss.
4. the solution must be mutual
5. expect to be surprised by what emerges
6. the solution may be other than expected
7. the exchange must be thought fair by stakeholders

Question 6

Critical thought

Answer 6

negotiation does not produce winners or losers rather it leads to a mutually beneficial solution to a common issue in a way that engages the stakeholders and invests them in the deliberation process

Question 7

What are the 7 cover skills that must be developed and refined to ensure successful negotiation?

Answer 7

1. must be able to discern, identify and declare specific goals for which the risk of negotiation is worth undertaking
2. the parties must maintain a certain level of flexibility and fluidity with regard to their wants and needs
3. both parties must demonstrate a willingness to be open and available, and be willing to entertain a wide range of potential options and considerations that can provide creative and unique ways of satisfying needs and finding common ground.
4. good negotiators are well informed, are clearly prepared, and understand as much about the matter under negotiation as possible.
5. negotiation essentially relies on the use of good communication skills and positive interactions.
6. listening is perhaps one of the most essential foundational skills in effective negotiation.
7. a good negotiator knows how to sort the extraneous from the valuable, and the high priority from from the unimportant.

Question 8

critical thought

Answer 8

the ability to listen carefully is one of the most important leadership skills associated with good negotiation. hearing the real messages that are the basis for negotiation is critical to obtaining the right outcome.

Question 9

its important to negotiation is the understanding that every party needs to gain from the interaction

Answer 9

give and take: the principles of exchange

Question 10

what helps establish the ground upon with the individual will negotiate?

Answer 10

bottom line

Question 11

the give and take, balance of power, and back and forth of the negotiation process provide a continual recalibration of the dynamic between the parties as each over to meet their needs and the chosen methods and mechanisms satisfy each stakeholder

Answer 11

FACT

Question 12

what are the 6 stages of negotiation ?

Answer 12

1. readying for negotiation
2. establishing the framework for the negotiation
3. intensive interaction
4. bargaining
5. closing the interaction which sometimes includes another step.
6. implementing the agreement

Question 13

detailed and intense preparation for negotiation is a hallmark of truly successful interaction.
those who are best prepared for negotiation will best benefit from it
identifying the issues at the table and appreciating all of their nuances will help the individual better understand their own position and its relationship to the other potential positions at the table

Answer 13

readying for negotiation

Question 14

• be fully aware of one’s own position
• know the arguments that support and oppose the position
• understand all of the issues at the table
• study the other parties’ positions and issues.
• be clear about personal emotional hooks.
• establish the beginning personal bottom line.
• determine the best personal approach

Answer 14

readying for negotiation

Question 15

The goal here is to provide a structured and positive environment for the negotiation.

Answer 15

establishing the framework for the negotiation

Question 16

• establish a rule that allows participants to speak without interruption.
• identify each other by first names
• establish agreement with the behavioral parameters, refrain from attacking.
• refrain from coarse, crude, profane responses
• listen with respect and sincerity, attempting to fully understand the other party.
• respect differences and understand that each participant is entitled to own perspective.
• let go of failures and consolations generated from past interactions, focus on current.
• agree to make an intentional effort to refrain from arguing. use negotiating time in a fair manner.
• establish and respect needs for break time and time away from negotiating
• establish and respect needs for rest and recuperation and breaks from the negotiation and a way of supporting individual needs and maintaining sufficient energy

Answer 16

roles of dialogue

Question 17

critical thought

Answer 17

confrontation often creates anxiety. it is wise for negotiator to understand which issues create anxiety. practice diffuses emotional intensity and strengthens skills

Question 18

this understanding reflects the understanding that each participant has of the process as well as the role of each participant in the negotiation.

Answer 18

intensive interaction

Question 19

• keep in mind that negotiation is a process not an event
• remember your emotional hooks
• keep in mind that each session builds on previous sessions
• recalibrate your position after gaining more data
• better articulate others real positions at the table
• identify emerging points of convergence/agreement
• discern the best personal approach
• keep the intensity of negotiations level and consistent
• take breaks after tough issues or during dull moments.

Answer 19

guideline for intensive interaction

Question 20

early agreements on particular issues of conflict can provide the floor for subsequent clarity and agreement on more difficult issues - a process called

Answer 20

chunking

Question 21

if you are the leader of the negotiation process, it is important that you?

Answer 21

create a safe space where the negotiation can unfold with a sense of balance and equity.

Question 22

how does the leader provide a good sense of control and an environment supportive of the negotiation situation

Answer 22

the leader orchestrates and manages the atmosphere, space, structure and processes associated with the negotiation. supplying supportive materials and information as well as pater, pens and other practical items that facilitate the process, is helpful. attention to detail also means ensuring that bathroom facilities are near by, lighting is soft. room temperature is appropriate.

Question 23

• the environment of negotiation is as important as the negotiation
• soft balanced lighting reduces emotional intensity
• the room temperature should be neutral between 68-72
• water should be available
• there should be alternative locations for party breaks
• pens, papers, and flip charts should be available
• a box of tissues
• the restrooms should be noted and nearby
• the space should allow for parties to mingle

Answer 23

guidelines for creating an environment supportive for negotiation

Question 24

do’s and don’ts related to the intensity of interaction at critical points in negotiation

Answer 24

• do listen carefully to all parties
• don’t make lots of concession at the earliest stages
• do allow plenty of room
• don’t make opening statements or offers so polarized or extreme
• do emphasize conditional offers that reflect what you will give based on what someone else offers.
• never say never
• do probe participants with regard to their feelings, insights and attitudes
• do avoid closed ended questions
• stay away from demeaning, diminishing, alienating and angering other parties