Final

Question 1

Negotiation is

Answer 1

A fact of life
A means by which people deal with their differences
A basic means of getting what you want from others

Question 2

Definition of positional bargaining

Answer 2

Most common form of negotiation. Taking position takes useful purpose in negotiation

Question 3

Judging any method of negotiation- any method of negotiation may be fairly judged by 3 criteria:

Answer 3

It should produce a wise agreement
It should be efficient
It should improve or at least not damage the parties relationships

Question 4

Positional Bargaining is the most common form of bargaining. Taking positions serves some useful purpose in negotiation

Answer 4

Tells the other side what you want
Provides and anchor
Can produce an acceptable agreement

Question 5

What are the 2 types of positional bargaining for negotiation

Answer 5

Soft and Hard

Question 6

A soft positional negotiator readily makes —- in an attempt to avoid —- but may feel ——, dissatisfaction for the outcome, and may have difficulty articulating rational basis for the concession after the fact. A soft positional bargainer May also try to be nice or —- while not contributing significantly to a fair creative solution

Answer 6

Concessions

Conflict

Exploited

Friendly

Question 7

A hard negotiator sees the situation as a —-

Answer 7

Competition (contest of wills) win lose

Question 8

Some of the disadvantages of positional bargaining are that it ——- because it creates incentives that stall the negotiation process, and it endangers the — between the parties and prevents them from jointly deciding a solution

Answer 8

Interferes with reaching a settlement quickly

Relationship

Question 9

What is a wise agreement

Answer 9

A wise agreement can be defined as one that meets the legitimate interests of each side to the extent possible, resolved conflicting interests fairly, is durable, and takes community interests into account

Question 10

What is the third strategy to negotiation described in the book getting to yes

Answer 10

Principled Negotiation, or Negotiation of the Merit

Question 11

The process of principled negotiation or negotiation on the merits is described as

Answer 11

Deciding issues on the merit

Avoiding haggling process of what each side will do or won’t do

Look for mutual gain

Handle conflicts of interest by basing on fair standards

Obtain what you are entitled to and still be

Question 12

The 4 elements of principled negotiations are

Answer 12

Separate the people from the problem

Focus on people not positions

Invent options for mutual gains

Insist on using objective criteria

Question 13

Good negotiators understand 3 basic people problems

Answer 13

Perception

Emotion

Communication

Question 14

The problem with negotiations lies in conflict between each side’s needs, desires, concerns, and fears of their ——

Answer 14

Interest

Question 15

During negotiations, identify their interests and ask yourself “——-“ bu putting yourself in their

Answer 15

Why and why not

Shoes

Question 16

A key is I dealing with people problems is before they become problems by

Answer 16

Building a working relationship

Work to address and attack the problem

Change the negotiation dynamics by suggesting side by side orientation instead of face to face

Question 17

Positions are (positions vs interests)

Answer 17

The things you want, demands, terms and conditions

Question 18

Interests are (terms and conditions)

Answer 18

The underlying motivations, needs and concerns, and fears and aspirations

Question 19

How do you invent options for mutual gain

Answer 19

Diagnose the problem

Then solving the problem

Question 20

During the process of inventing you should

Answer 20

Separate the act of inventing from deciding. Broaden you options. Look for mutual gain. And make their decision easy

Question 21

Obstacles of inventing options

Answer 21

Premature judgment

Looking for a singular answer

Believing that the process is one fixed pie

And that solving their problem is not yours to solve

Question 22

During the process of inventing options and brainstorming, it is best to

Answer 22

Sit side by side, clarify ground rules, record ideas in full view, and Star the most promising ideas

Question 23

Why insist on using objective criteria?

Answer 23

The more you insert standards of fairness, efficiency, or scientific merit, the more likely you will produce a wise and fair agreement

Question 24

Fair standards include

Answer 24

Market value 
Precedent
Scientific judgement 
Efficiency 
Costs

Question 25

Fair procedures include

Answer 25

Coin flips
Cut and choose
Drawing lots
Taking turns
Letting 3rd party decide

Question 26

What if they are more powerful? In response to power, the most any method of negotiation can do is to meet 2 objectives

Answer 26

To protect you against making a deal you shouldn’t

To help make the most of the assets you do have so that any agreement you reach will satisfy your interests as well as possible

Question 27

The reason you negotiate is to produce something better than the result you can obtain with out negotiating. You can judge whether you are producing something better through negotiation by knowing your ——

Answer 27

Batna

Question 28

If you have not thought carefully about what you will do if you fail to reach agreement, you are

Answer 28

Negotiating with your eyes closed

Question 29

The better your —— the better your power. The relative power of 2 parties depends primarily upon how attractive to each is the option of not reaching agreement

Answer 29

Batna

Question 30

The stronger the other side appears in terms of physical or economic power, the more you benefit by negotiating on the —-

Answer 30

Merit