Negotiating Flashcards
Your attitude doesn’t have much of an impact on your negotiations.
True or False
False
Negotiating is defined as “discussion aimed at reaching an agreement.”
True or False
True
To get good at negotiation, you need:
Please select all that apply.
Power
Planning
Practice
Preparation
Planning
Practice
Preparation
When deciding whether or not to negotiate, what are some questions to ask?
Please select all that apply.
Is it worth the trouble?
What is the goal?
Is it worth the time required?
What are the consequences?
Is it worth the trouble?
What is the goal?
Is it worth the time required?
What are the consequences?
When framing, reasons you might leave other aspects out is because they:
Please select all that apply.
Distract from your main point
Are irrelevant
Don’t advance your purpose/interest
Are relevant
Distract from your main point
Are irrelevant
Don’t advance your purpose/interest
Things to remember when framing include:
Please select all that apply.
Know yourself
Be mentally flexible and ready to change your viewpoint
Know how to react to losses and gains
Be on the lookout for when these techniques are being used on you
Know yourself
Be mentally flexible and ready to change your viewpoint
Know how to react to losses and gains
Be on the lookout for when these techniques are being used on you
Some observers have criticized framing because of its tendency to restrict a negotiator’s perspective.
True or False
True
Framing not only contains, but also constrains.
True or False
True
What statement(s) is/are true of collaborating?
Please select all that apply.
This is an I win, you win scenario
You are making sure that each sides needs and goals are met
They acknowledge that the other teams needs should be met
These negotiators are adamant that their need must be met
This is an I win, you win scenario
You are making sure that each side’s needs and goals are met
If you need to see results quickly, you might need to use competing.
True or False
True
The following is true of avoiding:
Please select all that apply.
This is an I lose, You lose
An avoider may try and take revenge on you
People who use this style really dislike conflict
For this style friendship is everything
This is an I lose, You lose
An avoider may try and take revenge on you
People who use this style really dislike conflict
Accommodating would be appropriate when you or your company are at fault.
True or False
True
Positive leverage is the application of general (or the other party’s) norms to one’s own arguments for one’s own good.
True or False
False
Tips for developing leverage include the following:
Please select all that apply.
Reduce your ego needs
Develop better alternatives so you have less of a need for a deal
Make it clear what they could lose
Find out what matters to the other party and gain control over it
Reduce your ego needs
Develop better alternatives so you have less of a need for a deal
Make it clear what they could lose
Find out what matters to the other party and gain control over it
What are the four types of leverage?
Please select all that apply.
Positive
Normative
Buyer
Neutral
Positive
Normative
Buyer
Negative leverage revolves around the negotiator’s ability to make their opponent suffer.
True or False
True
You should always use the same negotiation style.
True or False
False
What are some questions you should ask yourself before negotiating? Please select all that apply.
When am I at my best
Am I a good listener or a weak one
What Skills do I have
what are my goals and objectives
When am I at my best
Am I a good listener or a weak one
What Skills do I have
what are my goals and objectives
You should research the following for your industry:
Please select all that apply.
Forecasts
Trends
Analysis
Salary Range
Forecasts
Trends
Analysis
There is no need to research the other party beforehand.
True or False
False
Jotting all your thoughts down before sleeping can help clear your mind.
True or False
True
You should go over the meeting in your head as you fall asleep the night before.
True or False
False
What things should you do the night before?
Please select all that apply.
Gather everything that you will need for the next day
Lay out your clothes
Get a good night’s rest
Prepare any documents or notes that you will need to take with you
Gather everything that you will need for the next day
Lay out your clothes
Get a good night’s rest
Prepare any documents that you will need to take with you
You should get up with enough time to:
Please select all that apply.
Eat a good breakfast
Travel Safely
Get Ready
Obsess over the upcoming negotiation
Eat a good breakfast
Travel Safely
Get Ready
In defining the ground rules, you should ask questions such as:
Please select all that apply.
Where will it take place?
Are there any time restraints?
What issues will negotiations be limited to?
Will there be a specific procedure to follow if an impasse is reached?
Where will it take place?
Are there any time restraints?
What issues will negotiations be limited to?
Will there be a specific procedure to follow if an impasse is reached?
What are some things you do during clarification and justification?
Please select all that apply.
Explain
Amplify
Bargin
Formalize
Explain
Amplify
Closure is the step where you hash out an agreement or bargain.
True or False
False
You should always be the first to make an offer.
True or False
False
Parties that won’t use principled negotiation sometimes:
Please select all that apply.
Refuse to budge from their positions
Make personal attacks
Only seek to maximize their own gains
Focus on the interests of the other party
Refuse to budge from their positions
Make personal attacks
Only seek to maximize their own gains
You should try to avoid using bottom lines.
True or False
True
When the other party uses dirty tricks, you should not raise the issue in negotiations.
True or False
False
Advice on breaking through a deadlock includes:
Please select all that apply.
Pull back a little
introduce some new material
bring in new negotiators
Try offering a minor concession
Pull back a little
introduce some new material
bring in new negotiators
Try offering a minor concession
What are some good questions regarding options?
Please select all that apply.
Did you offer anything new?
What options did you have to move the negotiations forward?
Were you creative in your suggested options?
How much did you lose or save in the deal?
Did you offer anything new?
What options did you have to move the negotiations forward?
Were you creative in your suggested options?
How much did you lose or save in the deal?
What are some good questions for communication?
Please select all that apply.
How did your team communicate with each other?
Did you accomplish your goals?
How did your team communicate with the client?
Did you get off topic?
How did your team communicate with each other?
Did you accomplish your goals?
How did your team communicate with the client?
Did you get off topic?
With negotiating skills, there’s always room to grow and improve.
True or False
True
Evaluation is an unimportant part of the negotiation process.
True or False
False
People who are High D are results oriented.
True or False
True
The best negotiation style that fits with the High C is competing.
True or False
False
Words used to describe a High I are:
Please select all that apply.
Ignorant
Interactive
Involved
Influential
Interactive
Involved
Influential
Words used to describe a High S are:
Please select all that apply.
Slow
Steady
Stable
Silly
Slow
Steady
Stable
What strategy is being used when you sit quietly and let your counterpart do all the work?
Promise
The Flinch
Rave rejection
Passive
Passive
The split the difference strategy is good when you need to a reach a “win-win” agreement.
True or False
True
The rave rejection is when you start off by complimenting the other party and then you drop the bomb.
True or False
True
What strategy is being used when you offer your client something in the future so that you can close the deal today?
Promise
Passive
Flinch
Divide and Conquer
Promise
