L4M5 CHAPTER 2 2.4 Identify and assess the resources required for a negotiation Flashcards
Does room layout and surroundings make a difference in negotiation?
No, it will not make much difference to the outcomes of the meeting
Can a party gain huge advantages in negotiation from setting room layout?
No, because the advantages gained from manipulating room layout is short-lived
What are the four (4) individual negotiation styles?
Warm - a people person
Tough - a hard-nosed negotiator
Logic - a numbers person
Dealer - a trader who loves bargaining
What are the strengths and weakness of a Warm negotiation style?
Strengths - friendly and accessible, good listener, shows concern and empathy, looks for mutual gain, patient/trusting, relates well with people
Weaknesses - Too accommodating, loses sight of essentials, finds it difficult to deal with conflict, discloses information too readily, may focus too much on personal issues, finds difficulty in dealing with people who do not value personal relationships
What are the strengths and weakness of a Tough negotiation style?
Strengths - Natural leader/assertive, Desire to achieve, Persistent, Assumes leading role in meetings, Decisive and keeps things moving
Weaknesses - Adopts rigid positions, can be inflexible, Does not build on ideas of others, A selective listener, Impulsive and can be impatient
What are the strengths and weakness of a Logical negotiation style?
Strengths - Grasps details, Precise, Methodical, Plans well, Always well prepared
Weaknesses - Tends to focus on issues and not the people involved, Gets to absorbed in the details, Cannot readily change styles of persuasion, May not see the global picture, Reaches deadlock more easily
What are the strengths and weakness of a Dealer negotiation style?
Strengths - Builds relationships, Effective communicator, Listens to the other party, Interrelates issues easily and makes quick decisions, Creative/see opportunities
Weaknesses - Tends to neglect detail, May shift position quickly, May be superficial in personal relationships, Agreements made can be difficult to implement, Tends to neglect long-term goals
What are the Team roles in a negotiation?
The chair/team leader - Negotiation decision maker. Responsible for outcomes
The leading speaker/chief negotiator - Spokesperson; leads the negotiation meetings. Agrees changes to negotiation plan with the leader
Experts/commercial and technical leads - Provision of subject matter expertise. Feeds insight and suggestions through to the leader
Analyst/observer - Observes TOP. Checks body language, reaction and feeds insight to the leaders
Secretary/note taker/scribe - Records important comments and information from the meeting for minutes and analysis
What are four (4) dimensions in the Myers-brigs Personality Type indicator?
Where you focus your attention - extraversion (E) or introversion (I)
The way you take in information - sensing (S) or intuition (N)
How you make decisions - thinking (T) or feeling (F)
How you deal with the world - judging (J) or perceiving (P)
