Exam 1 Flashcards
What are the three questions that need to be asked when evaluating the negotiation?
- Did my approach produce a wise agreement?
- Did my approach make good use of available resources, or were resources wasted?
- Did my approach promote relationship building?
What are some of the characteristic/behavior differences between a hard and a soft negotiator?
Soft: avoid conflict, goal = agreement, relationship is important, trusts others
Hard: goal = victory, distrusts others, negotiates to “win”, willing to harm relationships
What are the reasons why positional tactics result in an unwise agreement?
Become locked into their positions, defend their positions against all attackers, cease to listen while planning counter-attack
What is the purpose/objective of Principled Negotiations?
An effective alternative approach to positional tactics
What are the four tenants or components associated with Principled Negotiations?
- Separate people from the problem
- Focus on interests, not positions
- Invent options for mutual gain
- Insist on the use of objective criteria
How does a negotiator deal with perceptual issues during a negotiation?
Put themself in the other person’s shoes, don’t blame, don’t assume intention
How are perceptions formed?
People focus on facts that confirm prior perceptions, and misinterpret facts that call into question
What is one of the most important skills a negotiator can possess?
The ability to see a situation as the other side sees
What are the three categories of “people problems”?
Perception, Emotion, Communication
What are some of the impediments to effective listening?
Anxiety, Mental Laziness, Self-Centeredness
What are at least three primary reasons (causes) of poor communications during a negotiation?
- People try to impress instead of express
- Poor listening skills
- Misunderstanding
What are the three learning styles/methods we discussed in class?
Auditory, Visual, Kinesthetic
How can emotions influence a negotiations?
Building trust, power dynamics, decision making
What is the difference between “positions” and “interests”?
Interests: factors that motivate people
Positions: A decision one has made based on their interests
How does a negotiator identify interests?
- When a position is communicated by the other side
- When you propose a solution and the other side doesn’t agree
- Writing down interests when they become apparent
What question(s) should be asked if you are trying to identify the underlying interests on the other side?
Why or Why not?
How does a negotiator talk about interests during a negotiation?
- Acknowledging the other side’s interests
- Placing the problem before the answer
- Moving from identifying interests for developing specific options
What impedes creative thinking during a negotiation?
- Fixed mindset
- Emotional triggers
- Pressure to win
What does the term “mutual gain” mean from a negotiating perspective?
Solutions that satisfy both sides
What is the essential rule associated with “brainstorming”?
Defer judgement
What can a negotiator do if the other party refuses to accept the use of objective criteria during a negotiation?
- Open to reason
- Never yield to pressure
- No guarantees
What does BATNA stand for?
Best Alternative To a Negotiated Agreement
What is the purpose of a BATNA?
Provides one with alternatives if agreement is not reached
