Negotiation

Question 1

To bargain

Answer 1

To try to change a person’s mind by using various tactics

Question 2

Bottom-line

Answer 2

The lowest one is willing to go

Question 3

Expanding the pie

Answer 3

To create value by thinking of all the other possible elements that could enrich the final deal, next to the main variable

Question 4

Cookies

Answer 4

Paramètre supplémentaire
Negotiation elements beside the main variable, that can be exchanged, and that increase the value of the final negotiation outcome.

Question 5

Aspiration point

Answer 5

Your High Hypothesis

Question 6

Reservation point

Answer 6

Your Low Hypothesis

Question 7

ZOPA

Answer 7

Zone Of Possible Agreement

Question 8

BATNA

Answer 8

Best Alternative To a Negotiated Agreement

Question 9

Negative BATNA

Answer 9

Leaves no real choice to the other party. It’s a ‘take it or leave it’ last offer. It’s pretty close to blackmail in fact, as not
taking your BATNA means that the negotiation is over.

Question 10

Positive BATNA

Answer 10

Allows you to throw a last compensation on the negotiation table, that could save the negotiation. One last cookie for the other party, that you normally wouldn’t give away. In last resort

Question 11

Discovery strategy

Answer 11

Two soft skills:
- interview skills
- active listening

Question 12

Actual strategy

Answer 12

Hard skills and soft skills :
like active listening, creativity, resistance to stress, communication skills, etc

Question 13

Interview skills Summary

Answer 13

1. Rank all questions in categories
2. Within each category, start with the most generic questions to proceed to the most specific ones = the funnel technique.
3. Use active listening, and take notes

Question 14

Active listening summary

Answer 14

1. Ask open questions as often as possible
2. Reformulate, and then leave a blank. Silence is a powerful weapon…
3. Summarize every now and then, and especially at the end of the discovery phase.

Question 15

Advantages of reformulation

Answer 15

a. Checking you have understood correctly;
b. Showing interest
c. Relaunching the conversation – and possibly learning more.

Question 16

Negotiation preparation recap

Answer 16

1. Gather all possible information. Information is power!
2. Make your interview guide.
3. Make your actual strategy (your plan):
   3.1) Determine your main variable
   3.2) List all your cookies.
   3.3) Establish both Reservation and Aspiration Points, on basis of the info you have gathered for your main variable and your cookies.
   3.4) Establish your BATNA’s - based on what your know so far.
   3.5) Determine the other party’s ZOPA if you can.
   3.6) If you have enough information, establish what your first move would be. -> What first offer would you make?