CLASS 9

Question 1

Integrative Negotiation has what type of mindset?

Answer 1

WIN-WIN MINDSET

Question 2

What are the common mistakes of a negotiator

Answer 2

1. Failing to negotiate when you should have
2. Negotiate when you shouldn’t
3. Negotiated with the wrong strategy

Question 3

What are the good characteristics of a negotiator?

Answer 3

1. Great listening skills
2. Person character and integrative
3. Personal maturity
4. Abundance mentality

Question 4

To Get Integrative Results

Answer 4

1. Manage the context
2. Manage the process

Question 5

What are the items in Manage context?

Answer 5

a. Creating a free flow of information
b. Understand the other party’s needs and objectives
c. Emphasis things in common, minimize differences (indi goals to collec)
d. Searching for solutions that meet both parties needs

Question 6

What are the Steps in “Manage the Process”

Answer 6

1. Identify and define the problem
2. Surface interest and needs (satisfy both)
3. Generate alternative solutions
4. Evaluate and select alternative (claim value)

Question 7

Step 1: Identify and define the problem

Answer 7

1. Define the problem in a way that is mutually acceptable to both sides
2. State the problem with an eye toward practicality and comprehensiveness
3. State the problem as a goal and identify the obstacles to attaing this goal: if an obstacle becomes unsolvable then is a boundary maker.
4. Depersonalize the problem
5. Separate the problem definition from the search for solutions

Question 8

What are the 4 types of interests in the step 2?

Answer 8

1. Substantive interest: the tangible
2. Process interest
3. Relationship interest
4. Interest in principle

Question 8

Step 2: Surface interest and needs

Answer 8

1. Types of interest
2. Observations of interest

Question 9

What are the characteristics of Observations of interest?

Answer 9

1. More than 1 type of interest
2. Care about the different type of interest
3. Interest comes from deeply rooted human values
4. Interest can change
5. Surfacing interest
6. Surfacing interest is not always easy

Question 10

What is the Pareto efficient fronteir?

Answer 10

When we focus on increasing the value of the buyer and the seller, creating value making the pie bigger, until we get to the point where there is no more room to create more value, that is the Pareto efficient frontier. After, it come claiming value, cut the pie

Question 11

Why leave claim value at the end

Answer 11

1. Distributive strategies might damage the relationship
2. Focus on collaborating (make the pie bigger)

Question 12

What are the 3 steps to get to the Pareto Efficient Frontier?

Answer 12

1. Identify and define the problem
2. Surface interest and needs
3. Generate alternatives solutions