Chapter 4.1: Negotiations

Question 1

One nature of an effective negotiation is that both parties are _____

Answer 1

Satisfied at its conclusion

Question 2

One nature of an effective negotiation is the ______________ of the negotiation

Answer 2

Efficiency

Question 3

One nature of an effective negotiation is finding __________________ by which to divide a set of goods so that the value of the goods is fully realized or utilized

Answer 3

Creative ways

Question 4

One nature of an effective negotiation is the _______________ of relationships

Answer 4

Preservation

Question 5

One nature of an effective negotiation is ensuring minimal _______________

Answer 5

Wasted resources

Don’t waste time or injure yourself

Question 6

One nature of an effective negotiation is to focus on an __________________

Answer 6

Aspiration target

What is our goal, what’s the dream

Question 7

One nature of an effective negotiation is framing the discussion around _________________

Answer 7

Objective standards

Question 8

The #1, most effective negotiation tactic is

Answer 8

Preparation!

Be ready, always come prepared

Question 9

One nature of an effective negotiation is to make necessary _______________

Answer 9

Concessions

Concessions = breaks

Question 10

One nature of an effective negotiation is to package ______________

Answer 10

Multiple issues. Aka 2-1 deals

Question 11

One nature of an effective negotiation is finding out why parties ______________

Answer 11

Want what they want

Question 12

Bad things to do in a negotiation is to discern between the __________ and the ____________ party

Answer 12

Winning and a losing

Question 13

Bad things to do in a negotiation is to go __________ by ___________

Answer 13

Issue by issue

Question 14

Bad things to do in a negotiation is to focus on stating and _________________ of each party

Answer 14

Defending the position

Question 15

_________________, going back and forth on a single issue

Answer 15

Zero sum game

Question 16

Bad things to do in a negotiation is to use the _______________ method

Answer 16

Trial and error

Question 17

____________________?: you will have to give up something in order to get what you value

Answer 17

What are the priorities?

Question 18

Resistance point

Answer 18

The least favorable point at which a party is willing to accept a deal. Beyond this point, the party will walk away from the negotiation.

Question 19

Focus on interest, not the ________

Answer 19

Positions

Question 20

Interest

Answer 20

What motivated the parties

WHY?

I need to move by august

Question 21

Positions

Answer 21

I want, with no “why” behind it

Question 22

One idea of what to do when someone is using dirty tactics in you is to recognize the dirty tactic and explicitly ___________ the issue with the other party

Answer 22

Raise

Question 23

One idea of what to do when someone is using dirty tactics in you is to question it and _______________ it (constructively)

Answer 23

Argue against it

Question 24

One idea of what to do when someone is using dirty tactics on you is to _________________

Answer 24

Name it out loud

Question 25

One idea of what to do when someone is using dirty tactics on you is to remain non-emotional and focus on problem with the eye towards ________________

Answer 25

Mutual resolution

Question 26

One idea of what to do when someone is using dirty tactics on you is to not personally attack the ____________

Answer 26

Other party

Question 27

One idea of what to do when someone is using dirty tactics on you is take a break until such ___________

Answer 27

Behaviour stops

Question 28

Anchoring effect A psychological phenomenon whereby the ___________________ in a negotiation causes the rest of the negotiation to be based on that number

Answer 28

First number quoted

Question 29

False authority

Answer 29

One party agrees to a solution, but later on, states that someone else, such as a boss or a partner, will not agree to the deal

Question 30

Eleventh hour throw into

Answer 30

“Just one more thing” Where a party asks to add one more item just before the deal is signed

Question 31

True or false Focussing on stating and defending the position of each party is a good negotiation method?

Answer 31

False

Question 32

True or false Practice through trial and error is the best way to internalize learned negotiation skills

Answer 32

False

Question 33

In a negotiation, determining priorities is crucial because

Answer 33

You must enter negotiation with the true understanding that you will have to give up something in order to get what you value

Question 34

The following is a position and not a interest: I need to close the deal by January 12… Has no explanation or reason why January 12 actually matters

Answer 34

True

Question 35

The anchoring effect is

Answer 35

A psychological phenomenon where by negotiators make insufficient adjustments away from the stated number