Module 6 Flashcards
1
Q
The importance of concessions
A
The norm of reciprocity is triggered when information is shared or a concession is made during the negotiation
2
Q
Boulwarism
A
Take it or leave it first offer
3
Q
Active listening
A
Repeating back to the other person what you think or what she said.
4
Q
Nonverbal communication
A
Body language, gestures, and direct eye contact
5
Q
Closing the Deal
A
-Provide alternatives
- Assume the close
- Split the difference
- Exploding offers
- Sweetners
- Getting an agreement in writing
- Post settlement settlement
6
Q
Employment Negotiation
A
People don’t like to negotiate because:
- Public speaking
- No practice
- Promoting oneself
- Lets talk about money
