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Negotiation > Neg > Flashcards

Neg Flashcards

1
Q

What is a negotiation?

A

A negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. In a
negotiation, each party tries to persuade the other to agree with his or her point of view.

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2
Q

Key Factors in negotiations:

A
  1. Parties involved.
  2. Relationships.
  3. Communication.
  4. Alternatives.
  5. Realistic options.
  6. Legitimate claims.
  7. Level of commitment.
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3
Q

Key characteristics that sum up what win/win negotiators demonstrate in order to achieve the results they want

A
  1. Empathy.
  2. Clarity on your goals.
  3. A relaxed attitude.
  4. Knowing how to add value.
  5. Listening and asking questions.
  6. Situational awareness.
  7. Reading between the lines.
  8. Embrace the pause.
  9. Knowing your value.
  10. A collaborative mindset.
  11. Emotional detachment.
  12. Self-awareness.
  13. A strategic mindset.
  14. Emotional Intelligence.
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4
Q

What are the 5 negotiation styles?

A

Competing, collaborating, compromising, accommodating, and avoiding.

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5
Q

Explain competing style

A

I win, you lose.
Assertive vs. cooperative scale: high assertiveness and low cooperativeness.
Substance vs. relationship axes: more focused on the
substance than on the relationship.

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6
Q

What are some barriers that might hinder a negotiation?

A

Ego.
Taking negotiations as personal battles and focussing too much on winning.
Maintaining a know-it-all attitude and failing to ask genuine questions.
Being hostile and thinking negatively during the negotiation process.
Inability to grasp the problems and positions of the other party in the negotiation process.
Entering a negotiation unprepared and uninformed F and having no credible answers for the questions asked.
Being short-tempered, sarcastic, lacking listening skills, and criticising too much.

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7
Q

What are the TYPES of negotiation?

A
  1. Distributive.
  2. Integrative.
  3. Multiparty.
  4. Team.
  5. Positional (opposite from Harvard).
    (+6. Adversarial).
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8
Q

Explain distributive negotiation

A

One person succeeds if another looses.
Discussion of a single issue.
Perseverance.

Concealed information.
No effort to understand the other side.
Emphasise differneces.
Search for solutions that meet own needs.

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9
Q

Explain integrative negotiation

A

Both parties gain something from the negotiation.
More than one issue being discussed.
Win-win.

Free and open flow to share information properly.
Attempt to understand the other side.
Emphasise common.
Search for solutions that meet both sides.

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10
Q

What is a BATNA

A

Best Alternative to a Negotiated Agreement.

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11
Q

What does the leader do in team negotiations

A

Make the final decisions during negotiations.

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12
Q

What does the observer do in team negotiations

A

pays attention to the other party’s team during a negotiation, discussing their observations with the leader.

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13
Q

What does the relater do in team negotiations

A

building relationships with members of the other team during bargaining.

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14
Q

What does the recorder do in team negotiations

A

Takes noted on the discussions of a negotiation meeting.

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15
Q

What does the critic do in team negotiations

A

While this may sound like a negative role, having a critic on the team during negotiations can help you ensure you understand the concessions and other negative results of an agreement.

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16
Q

What does the builder do in team negotiations

A

creates the deal or package for a bargaining team. They can perform financial functions during negotiations, calculating the cost of an agreement

17
Q

5 stages of the negotiation process

A
  1. Prepare
  2. Information exchange
  3. Bargain
  4. Conclude.
  5. Execute.
18
Q

What are negotiation interests

A

motivating forces underlying negotiation positions

19
Q

What do we need to know for a negotiation?

A
  1. What is the issue
  2. What are the obstacles
  3. Separation
  4. What are your negotiating interests
  5. Negotiation problem-solving
  6. All negotiation positions are supported by interests.
20
Q

The Harvard Negotiation method

A
  1. Separate the person from the issue.
  2. Negotiate not position-focused, but interest-oriented.
  3. Develop criteria that a solution must fulfil.
  4. You should have different options to choose from.
21
Q

The 7 elements of Harvard

A
  1. Interests.
  2. Alternatives.
  3. Relationships.
  4. Options.
  5. Legitimacy.
  6. Communication.
  7. Commitment.

Negotiation (2 decks)

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