Negotiating

Question 1

The Third Story

Answer 1

The Third Story is one an impartial observer, such as a mediator, would tell; it’s a version of events both sides can agree on.

Question 2

Active Listening

Answer 2

Requires that the listener fully concentrates, understands, responds and then remembers what is being said.

Question 3

Trade-offs

Answer 3

A situation that involves losing one quality or aspect of something in return for gaining another quality or aspect.

Question 4

Carrot and Stick

Answer 4

A policy of offering a combination of rewards and punishment to induce behavior.

Question 5

Best Alternative to Negotiated Agreement (BATNA)

Answer 5

The most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached.

Question 6

Zero Sum Game

Answer 6

A situation in which each participant’s gain (or loss) of utility is exactly balanced by the losses (or gains) of the utility of the other participant(s).

Question 7

Non-Zero Sum Game

Answer 7

A situation in which the interacting parties’ aggregate gains and losses can be less than or more than zero.