Negotiation

Question 1

interest based process

Answer 1

goal is to uncover and reconcile the parties interest by finding a solution that best serves the underlying interests of both parties

Question 2

position based process

Answer 2

parties tend to assert positions that opposes one another

Question 3

Negotiation

Answer 3

when 2+ parties work together to achieve a voluntary, mutually acceptable agreement

Question 4

Distributive vs integrative

Answer 4

sharing information increases the size of the pie - negotiator’s dilemma. What information should be revealed and when should I reveal it?

Question 5

elements of negotiation

Answer 5

influence & persuasion, resistance, and conflict

Question 6

influence & persuasion

Answer 6

body language is the driving force of negotiation

Question 7

resistance

Answer 7

reactive devaluation: a cognitive bias that occurs when a proposal is devalued if it appears to originate from an antagnists

Question 8

ZOPA

Answer 8

zone of possible agreement, bargaining range

Question 9

BATNA

Answer 9

best alternative negotiated agreement

Question 10

creating value

Answer 10

if you mention something then they can try to claim some of the created value

Question 11

first offer

Answer 11

almost any number that is thrown out looks good to the other side so you should negotiate. If you do not know what the range is, then it can be difficult to know what is a good offer. There is power in that first offer. If they anchor and you can erase the anchor by flinching.

Question 12

5 questions for negotiation

Answer 12

anticipate the questions that are going to be coming down the pipeline, how to answer, the questions you may ask, their answers to those questions, and your counter to the questions

Question 13

DYNAD

Answer 13

Dynamic Negotiating Approach Diagnostic
Feeling out the situation and understanding what you need to do to be successful to move through the styles of negotiation
Negotiation styles are tools. To be more effective adjust your style according to what is needed. Being locked in one approach.

Question 14

Teaching a new negotiation skills paradigm

Answer 14

Need to move beyond the style labels
Concern is these labels mix assumptions and tasks
This means we are describing both a view of negotiation and the task of negotiation and not break

Question 15

five basic skills for effective negotiation

Answer 15

(i) assertiveness: the ability to assert yourself, and depend on your alternatives, goals, research, or knowledge in the area, and your ability to speak persuasively. Minimal/average skill
(ii) empathy: combination of skills, willingness to hear the other side, open-mindedness or curiosity, good questioning, or excellent listening
(iii) flexibility: working in a variety of ways to get the job done
(iv) social intuition:

Question 16

negotiation origami

Answer 16

picking and choosing between the different five basic skills

Question 17

consistency principle

Answer 17

people are more comfortable with manifestly consistent statndards

Question 18

best alternative to a negotiated agreement

Answer 18

BATNA distinct operations: (1) inventing a list of actions you might conceivably take if no agreement is reached; (2) improving some of the more promising ideas and converting them to practical alternatives; and (3) selecting, tentatively, the one alternative that seems best.

Question 19

Maximum amount that a buy will pay for a good

Answer 19

reservation point

Question 20

Interests

Answer 20

the need or motive that underlies one position.

ex. p is motivated by paying bills being treated w respect, clarifying her relationship w/ D, receiving an apology

Question 21

position

Answer 21

what someone says she wants or is entitled to have

ex. plaintiff asks for money damages of $50K