Negotiation Flashcards
1
Q
Perspective taking
A
deeply understanding the position of the other party
2
Q
Principled bargainer
A
views negotiations as fluid, exploratory convos, guided by principles to ultimately achieve mutually beneficial solutions; sees all parties as problem-solvers, not as adversaries; known as a win-win form of negotiation
3
Q
Interest-based bargaining
A
tactic used by principled bargainers to establish a win-win deal for all parties; parties begin negotiation by stating their main interests
