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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
casually placing hand over mouth
subconscious efforts by liars
26
inconsistent nodding/shaking head
-Person shakes head negatively when saying something positive -Person nods head positively when saying something negative
27
frequent throat clearing
stress; if trembling they are having trouble lying
28
more/less eye contact
lots of eye contact- usually liars do this less- bad liar
29
What is a verbal Leak
they show the truth; their meaning is equivocal; they are phrases that show further progress is likely
30
What is the endowment affect
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
what is loss aversion
Making a switch so that you don’t lose money, rather than saving it
32
regret aversion
Most people don’t like to make decisions that would be incorrect
33
What are the 6 stages of a negotiation
Preparation Preliminary Information Competitive Closing Cooperative
34
Preparation Stage
researching/preparing no substitute for preparation BATNA; Goals; Clients interests
35
BATNA
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
Having High aspirations are?
good. Direct correlation between aspiration and outcomes
37
Anchoring
People latch on to a figure that gets mentioned
38
Bracketing
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
Framing an offer
You can increase the likelihood that opponents will select choices by the WAY YOU FRAME THE PROBLEM
40
What is the Preliminary Stage?
You establish your identity, tone, and rapport look for common interests take the time!
41
Attitudinal Bargaining
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
What is the Information Stage?
Ask broad open ended questions get to know the underlying interests pie is just starting to be made
43
What is Reactive Devaluation
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
What are the deflecting/dodging techniques
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
What is the Competitive Stage
Focus on goals; not bottom lines distributing of items; dividing pie
46
3 rules of thumb for concessions
no consecutive concessions no larger concessions than opponent is go larger to smaller
47
Affective promises
very good! if you move, I will move; it is more positive
48
When to be silent
After an offer, after they make concession; after you ask a question
49
What is the closing stage
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
WHat is the cooperative stage
making the most efficient agreement; expanding the pie

Negotiations (5 decks)

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