Chapter 4.1: Negotiations Flashcards

1
Q

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

A

Satisfied at its conclusion

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2
Q

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

A

Efficiency

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3
Q

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

A

Creative ways

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4
Q

One nature of an effective negotiation is the _______________ of relationships

A

Preservation

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5
Q

One nature of an effective negotiation is ensuring minimal _______________

A

Wasted resources

Don’t waste time or injure yourself

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6
Q

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

A

Aspiration target

What is our goal, what’s the dream

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7
Q

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

A

Objective standards

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8
Q

The #1, most effective negotiation tactic is

A

Preparation!

Be ready, always come prepared

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9
Q

One nature of an effective negotiation is to make necessary _______________

A

Concessions

Concessions = breaks

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10
Q

One nature of an effective negotiation is to package ______________

A

Multiple issues. Aka 2-1 deals

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11
Q

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

A

Want what they want

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12
Q

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

A

Winning and a losing

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13
Q

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

A

Issue by issue

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14
Q

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

A

Defending the position

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15
Q

_________________, going back and forth on a single issue

A

Zero sum game

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16
Q

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

A

Trial and error

17
Q

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

A

What are the priorities?

18
Q

Resistance point

A

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.

19
Q

Focus on interest, not the ________

A

Positions

20
Q

Interest

A

What motivated the parties

WHY?

I need to move by august

21
Q

Positions

A

I want, with no “why” behind it

22
Q

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

A

Raise

23
Q

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

A

Argue against it

24
Q

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

A

Name it out loud

25
Q

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 ________________

A

Mutual resolution

26
Q

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

A

Other party

27
Q

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

A

Behaviour stops

28
Q

Anchoring effect

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

A

First number quoted

29
Q

False authority

A

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

30
Q

Eleventh hour throw into

A

“Just one more thing”

Where a party asks to add one more item just before the deal is signed

31
Q

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

A

False

32
Q

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

A

False

33
Q

In a negotiation, determining priorities is crucial because

A

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

34
Q

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

A

True

35
Q

The anchoring effect is

A

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