CLASS 5

Question 1

Opening stance

Answer 1

Position, mindset you bring to your nego
1. Mirroring effect: The vibe I bring the other party will mirror it

Question 2

Role of concessions (core of nego)

Answer 2

Know how to package the concessions in the sense that you give them the best concession that is more value to the other party

Question 3

Initial Concessions:

Answer 3

Be firm on your opening offer, prove arguments and start concessions

Question 4

Pattern of concession making

Answer 4

Start concessions and leave room to have smaller concession

Question 5

Last offers

Answer 5

Last concession

Question 6

Commitment (Threat)

Answer 6

Promise or threat. It reduces the other party option

Question 7

Characteristics Commitment

Answer 7

1. High degree of finality (when and how, timeline)
2. High degree of specificity (what and how much)
3. Consequences

Question 8

How to create a commitment?

Answer 8

1. Public pronouncement: + people know + pressure
2. Linking with an outside base: allies
3. Increase the prominence of demands: orally, writing, reading
4. Reinforce a commitment

Question 9

What are the characteristics of Reinforce a Commitment (threat or promise)

Answer 9

1. Review similar circumstances and consequences
2. Make obvious preparations to carry out the threat
3. Create and carry minor threats

Question 10

Commitments make you look…

Answer 10

Powerful but don’t make you have a better outcome

Question 11

How to prevent commitments

Answer 11

1. Deny them of time
2. Ignore the commitment
3. pay attention to their frustation

Question 12

How to solidify commitments

Answer 12

1. Identify the significance of the commitment
2. Take notes and keep track of the statement: playing with the shame