Negotiating

Question 1

What is positional bargaining

Answer 1

Each of the parties have a particular positional demand which it seeks to advance

Question 2

In relation to negotiating what is confirmation bias

Answer 2

Our believes our self sealing we look for confirmation of our own views

Question 3

For approaches to negotiating

4

Answer 3

Separate people from the problem
Focus on interest not positions
Invent options for mutual gain
Insist on objective criteria

Question 4

Five positive behaviours for negotiators

Answer 4

Flagging letting people know I will be behaviour you are going to use
Testing understanding and summarising checking that everybody understands
Asking a lot of questions may lead to a win-win area
Commenting on motives telling people why you are suggesting or doing something else trust
Assessing your own performance we can only get better

Question 5

When negotiating stay away from these four behaviours

Answer 5

Imitators words like we are being very fair and reasonable
Defend or attack spirals do not get drawn into arguments
Argument chains concentrate on one strong argument not
Counterproposals do not count to every suggestion