Negotiating

Question 1

Process in which two or more parties work together to reach agreement on a matter.

Answer 1

Negotiation

Question 2

Negotiators aim for mutual gain, applying a process developed by Roger Fisher and William Ury called interest-based relational negotiating or integrative bargaining. Focus on the problem instead of personal differences & on mutually beneficial outcomes rather than hard positions.

Answer 2

Principled Negotiation

Question 3

The negotiator should identify critical needs, wants that could be concessions, and possible demands from the other side.

Answer 3

Preparation

Question 4

Trust is build with the exchange of personal information that reveals character.

Answer 4

Relationship Building

Question 5

Positions and needs are explained by both sides.

Answer 5

Information Exchange

Question 6

Negotiators seek mutually beneficial options rather than trying to win the other side to their own position.

Answer 6

Persuasion

Question 7

Both sides find wants that are not essential to agreement.

Answer 7

Concessions

Question 8

May be legal instruments or verbally expressed understandings.

Answer 8

Agreement

Question 9

Your best alternative to a negotiated agreement. This entails knowing what your options are and what the other side may propose during negotiation.

Answer 9

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