Chapter 4.1: Negotiations Flashcards
One nature of an effective negotiation is that both parties are _____
Satisfied at its conclusion
One nature of an effective negotiation is the ______________ of the negotiation
Efficiency
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
Creative ways
One nature of an effective negotiation is the _______________ of relationships
Preservation
One nature of an effective negotiation is ensuring minimal _______________
Wasted resources
Don’t waste time or injure yourself
One nature of an effective negotiation is to focus on an __________________
Aspiration target
What is our goal, what’s the dream
One nature of an effective negotiation is framing the discussion around _________________
Objective standards
The #1, most effective negotiation tactic is
Preparation!
Be ready, always come prepared
One nature of an effective negotiation is to make necessary _______________
Concessions
Concessions = breaks
One nature of an effective negotiation is to package ______________
Multiple issues. Aka 2-1 deals
One nature of an effective negotiation is finding out why parties ______________
Want what they want
Bad things to do in a negotiation is to discern between the __________ and the ____________ party
Winning and a losing
Bad things to do in a negotiation is to go __________ by ___________
Issue by issue
Bad things to do in a negotiation is to focus on stating and _________________ of each party
Defending the position
_________________, going back and forth on a single issue
Zero sum game
Bad things to do in a negotiation is to use the _______________ method
Trial and error
____________________?: you will have to give up something in order to get what you value
What are the priorities?
Resistance point
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.
Focus on interest, not the ________
Positions
Interest
What motivated the parties
WHY?
I need to move by august
Positions
I want, with no “why” behind it
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
Raise
One idea of what to do when someone is using dirty tactics in you is to question it and _______________ it (constructively)
Argue against it
One idea of what to do when someone is using dirty tactics on you is to _________________
Name it out loud
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 ________________
Mutual resolution
One idea of what to do when someone is using dirty tactics on you is to not personally attack the ____________
Other party
One idea of what to do when someone is using dirty tactics on you is take a break until such ___________
Behaviour stops
Anchoring effect
A psychological phenomenon whereby the ___________________ in a negotiation causes the rest of the negotiation to be based on that number
First number quoted
False authority
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
Eleventh hour throw into
“Just one more thing”
Where a party asks to add one more item just before the deal is signed
True or false Focussing on stating and defending the position of each party is a good negotiation method?
False
True or false Practice through trial and error is the best way to internalize learned negotiation skills
False
In a negotiation, determining priorities is crucial because
You must enter negotiation with the true understanding that you will have to give up something in order to get what you value
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
True
The anchoring effect is
A psychological phenomenon where by negotiators make insufficient adjustments away from the stated number
