How To Bargain Hard While Maintaining Relationship? Flashcards
What is the primary goal of hard bargaining?
To achieve the best possible outcome for oneself.
True or False: Maintaining a relationship is less important than winning in a hard bargain.
False
Fill in the blank: In hard bargaining, it is crucial to _____ the other party’s interests.
understand
What strategy can help maintain relationships during hard bargaining?
Active listening.
What should you focus on to create value in negotiations?
Common interests.
What is the ‘BATNA’ in negotiation?
Best Alternative to a Negotiated Agreement.
True or False: Being aggressive in negotiation always leads to better results.
False
What is a key element to prepare before entering a hard negotiation?
Know your goals and limits.
What does ‘win-win’ mean in negotiation?
Both parties achieve satisfactory outcomes.
Multiple Choice: Which of the following is NOT a tactic for hard bargaining? A) Compromise B) Anchoring C) Silence
A) Compromise
Short Answer: Name one psychological tactic that can be used in hard bargaining.
Framing.
What is the importance of body language in hard bargaining?
It conveys confidence and engagement.
Fill in the blank: Effective _____ can help clarify misunderstandings.
communication
What is the role of empathy in hard bargaining?
To build rapport and understanding.
True or False: You should avoid asking questions during hard bargaining.
False
What does ‘position’ refer to in negotiation terms?
The specific demands or requests made by a party.
What is a common mistake in hard bargaining?
Focusing solely on positions instead of interests.
Multiple Choice: What is the best way to handle objections during bargaining? A) Ignore them B) Acknowledge and address them C) Get defensive
B) Acknowledge and address them
What is the impact of patience in hard bargaining?
It allows for thoughtful responses and reduces tension.
Fill in the blank: Creating a _____ environment encourages collaboration.
trusting
What is the significance of setting clear expectations?
It helps prevent misunderstandings and conflicts.
True or False: Hard bargaining should only be competitive.
False
What is the importance of flexibility in negotiation?
It allows for adjustments based on new information.
Short Answer: What should you do if the negotiation gets heated?
Take a break to cool down.
What does ‘concessions’ mean in negotiation?
Giving up something to reach an agreement.
Multiple Choice: Which of the following enhances trust? A) Transparency B) Secrecy C) Aggression
A) Transparency
What is the role of preparation in successful hard bargaining?
It equips you with the necessary information and strategy.
Fill in the blank: A strong _____ can significantly influence negotiation outcomes.
opening statement
What is the ‘zone of possible agreement’ (ZOPA)?
The range in which an agreement is possible between parties.
True or False: Emotional intelligence is irrelevant in hard bargaining.
False
What should you do if your counterpart is not negotiating in good faith?
Reassess your approach or consider walking away.
Multiple Choice: What is an effective way to conclude a negotiation? A) Summarize agreements B) Leave abruptly C) Avoid closure
A) Summarize agreements
What is a ‘hardball tactic’?
An aggressive negotiation strategy aimed at overwhelming the opponent.
Fill in the blank: Respecting the other party’s _____ is essential for relationship maintenance.
perspective
What does it mean to ‘anchor’ in negotiation?
To set the initial offer to influence the negotiation.
True or False: Conceding too quickly can undermine your position.
True
What is the advantage of using questions in negotiations?
They can uncover hidden interests and needs.
Multiple Choice: Which of the following is a benefit of hard bargaining? A) Increased tension B) Improved outcomes C) Relationship damage
B) Improved outcomes
What is the importance of follow-up after a negotiation?
It reinforces commitments and maintains the relationship.
Fill in the blank: A successful negotiator is often a good _____ in addition to being a good bargainer.
communicator
What does ‘interest-based negotiation’ focus on?
The underlying interests rather than positions.
True or False: Hard bargaining and relationship maintenance are mutually exclusive.
False
What is the key to balancing assertiveness and cooperation?
Finding common ground while advocating for your needs.
Multiple Choice: What is a common sign of a healthy negotiation? A) Silence B) Hostility C) Collaboration
C) Collaboration
Fill in the blank: A _____ approach can help in building long-term relationships.
collaborative
What is the role of cultural awareness in negotiation?
It helps to navigate differences in communication styles and expectations.
Short Answer: How can you show respect during negotiations?
By actively listening and acknowledging the other party’s views.
