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Negotiations > Final > Flashcards

Final Flashcards

1
Q

What is the main goal of negotiating?

A

Win-Win; seek beneficial results for own client in a Cooperative manner

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2
Q

Facial Expressions:
Smile:
Relaxed:
Frown:
Tightness:
Flinch:

A
  1. SMILE INDICATES PLEASURE
  2. RELAXED FACE INDICATES RELIEF
  3. FROWN INDICATES DISAPPOINTMENT
  4. TIGHTNESS INDICATES ANGER
  5. FLINCH INDICATES SURPRISE OR DISAPPOINTMENT
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3
Q

Scratching head/brush cheek

A

Puzzled; rephrase question

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4
Q

involuntary raising one brow

A

skepticism; reframe statements to seem more credible

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5
Q

twisting hands/ gripping armrest

A

frustration; just be aware; shows trouble with neg.

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6
Q

Drumming on table

A

impatience; person is displeased with process

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7
Q

biting low lip/ fingers through hair

A

frustration or stress; back off a little

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8
Q

eyes wandering/looking at watch

A

boredom/disinterested; ask questions that get them involved

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9
Q

shifting in chair/open mouth without speaking

A

indecision; unsure how to proceed; give them a minute to get things together

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10
Q

sitting on edge of chair

A

interested; shows getting close to agreeing

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11
Q

playing with glasses/looking at notes

A

used to cover silent meditation; they are unsure; give them time

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12
Q

leaning back with hands on head

A

confidence; actor is pleased; could be a sign of dominance

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13
Q

steepling elbows out hands together

A

confidence; actor is pleased

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14
Q

palms extended out with fingers facing up

A

usually person is being verbally assaulted; shows person is displeased with conduct; back off

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15
Q

rubbing hands together in anticipatory manner

A

anxiously waiting for other side; don’t be too generous

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16
Q

casual touching

A

sincerity; risk of neg. reaction

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17
Q

open/uplifted hands or arms

A

sincerity or honesty; this is all I got

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18
Q

crossed arms/legs- high up

A

combative- signs of impasse

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19
Q

crossed arms/legs- low down

A

defesive posture= sign of impasse

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20
Q

direct eye contact

A

could be friendly; if aggressive might end the neg there

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21
Q

covering/rubbing of one eye

A

has trouble believing you; articulate your point more

22
Q

head nodding

A

shows understanding but can be misinterpreted; could be impatience

23
Q

Increase or Decrease in Specificity of Statements

A

can make lie more credible; ask questions here

24
Q

Increase or Decrease in Gross Body Movement

A

feeling stressed; trying to look more credible

25
Q

casually placing hand over mouth

A

subconscious efforts by liars

26
Q

inconsistent nodding/shaking head

A

-Person shakes head negatively when saying something positive
-Person nods head positively when saying something negative

27
Q

frequent throat clearing

A

stress; if trembling they are having trouble lying

28
Q

more/less eye contact

A

lots of eye contact- usually liars do this
less- bad liar

29
Q

What is a verbal Leak

A

they show the truth; their meaning is equivocal; they are phrases that show further progress is likely

30
Q

What is the endowment affect

A

people tend to value more highly the items they possess than the items they are thinking of purchasing, even if equal in value
-Makes them overvalue what they have

31
Q

what is loss aversion

A

Making a switch so that you don’t lose money, rather than saving it

32
Q

regret aversion

A

Most people don’t like to make decisions that would be incorrect

33
Q

What are the 6 stages of a negotiation

A

Preparation
Preliminary
Information
Competitive
Closing
Cooperative

34
Q

Preparation Stage

A

researching/preparing
no substitute for preparation
BATNA; Goals; Clients interests

35
Q

BATNA

A

Best Alternative To a Negotiated Agreement
Determine yours; estimate theirs
3Q-WHat happens if we don’t make agreement; what is my walk away; what happens if they dont make agreement

36
Q

Having High aspirations are?

A

good. Direct correlation between aspiration and outcomes

37
Q

Anchoring

A

People latch on to a figure that gets mentioned

38
Q

Bracketing

A

In Negotiations results often end up in the MIDDLE of TWO Positions…..after all it “seems fair” that you move up as much as I move down

39
Q

Framing an offer

A

You can increase the likelihood that opponents will select choices by the WAY YOU FRAME THE PROBLEM

40
Q

What is the Preliminary Stage?

A

You establish your identity, tone, and rapport
look for common interests
take the time!

41
Q

Attitudinal Bargaining

A

approach to the neg’tn process that encourages an atmosphere of cooperative bargaining while mitigating the potentially damaging effects of adversarial bargaining. It is used to INDUCE competitive opponents to TONE DOWN their INAPPROPRIATE CONDUCT”

42
Q

What is the Information Stage?

A

Ask broad open ended questions
get to know the underlying interests
pie is just starting to be made

43
Q

What is Reactive Devaluation

A

a. Making other side work for your info leads them to value it and appreciate it more
b. Think making them work for concessions

44
Q

What are the deflecting/dodging techniques

A
  1. IGNORE QUESTION BEING ASKED
  2. ANSWER BENEFICIAL PART OF MULTIPART QUESTION
  3. OVER OR UNDER ANSWER QUESTION
  4. MISINTERPRET QUESTION/misconstrue
  5. ANSWER WITH QUESTION OF OWN
  6. SET ASIDE THE TOPIC
45
Q

What is the Competitive Stage

A

Focus on goals; not bottom lines
distributing of items; dividing pie

46
Q

3 rules of thumb for concessions

A

no consecutive concessions
no larger concessions than opponent is
go larger to smaller

47
Q

Affective promises

A

very good! if you move, I will move; it is more positive

48
Q

When to be silent

A

After an offer, after they make concession; after you ask a question

49
Q

What is the closing stage

A

value solidifying
most movement happens here
it is when parties are psychologically committed but it isn’t official
really expand the pie here
YOU should make the agreement/draft

50
Q

WHat is the cooperative stage

A

making the most efficient agreement; expanding the pie

Negotiations (5 decks)

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