Claim Negotiation Techniques Flashcards
1
Q
Principle of Yes
A
premise that if an individual answers “yes” to a question, he or she is likely to continue to answer “yes”
2
Q
Choicing
A
assumption that people feel empowered when given a choice
3
Q
Boulwarism
A
making a first and final offer
4
Q
Pitfalls in Claim Negotiation
A
- Allowing personalities to influence the settlement
- Trading dollars
- Bidding against oneself
- Conceding as deadlines approach
