Negotiation

Question 1

If they induce a stressful environment what should you do?

Answer 1

Identify the element and suggest a change

Question 2

Take it or leave it strategy - how should you manage?

Answer 2

Decline to recognize this as the final offer

Question 3

Stonewalling - other side is refusing to reach an agreement unless the offer is irresistible. What should you do?

Answer 3

Set a deadline, or break off negotiations

Question 4

Pity me approach

Answer 4

Discuss the facts, not emotions

Question 5

Use status to intimidate…how should you manage this?

Answer 5

Make sure you are prepared, the. You won’t feel inferior

Question 6

If they present an unreasonable demand, what should you do?

Answer 6

Remain silent

Question 7

What is the Good Samaritan technique?

Answer 7

Acting as though they are doing you a huge favour or making a great sacrifice

Question 8

Good cop bad cop- trying to elicit feelings of sympathy and understanding. What should you do?

Answer 8

Treat both people the same and discuss facts with both.

Question 9

What are Spiralling Agreements?

Answer 9

Reaching a minimum agreement, and then building bit by bit.

Question 10

What is the first step of problem solving?

Answer 10

Coming up with as many ideas as possible. Brainstorm.

Question 11

What are the four principals of negotiation?

Answer 11

Separate people from the problem
Create a variety of options
Focus on INTERESTS, not positions
Use objective criteria

Question 12

What is the 70/30 rule?

Answer 12

70% preparation,

30% execution

Question 13

What gives you power in a negotiation?

Answer 13

Knowing your BATNA because it enables you to walk away.

Question 14

What helps in preventing dirty tricks?

Answer 14

Establishing ground rules

Question 15

What are five negotiation tactics?

Answer 15

Win/win
Spiralling agreements
Making the cake bigger
Gathering Information
Changing of position

Question 16

Name the four activities used to conduct a price analysis.

Answer 16

"ROCC"
Review the offered price
Compare that with published price data
Compare the price with historical prices
Obtain price data from other institutions

Question 17

What two ways could a negotiation team establish their price objective?

Answer 17

Price analysis or cost analysis.

Question 18

A resolution which is direct between the parties with opposing views, and doesn’t involve a third party is what?

Answer 18

Negotiation

Question 19

What is the Nominal Group Technique?

Answer 19

Focuses on generating alternatives by asking group members to independently write down their ideas, they present them, and then rank them all by voting privately.

Question 20

When is negotiation complete?

Answer 20

It is complete when the contract is written AND executed.

Question 21

What do we want negotiation to produce?

Answer 21

A wise agreement, the improves the relationship and is efficient.

Question 22

If the party is using deliberate deception, what should you do?

Answer 22

Seek verification

Question 23

Substantive or relationship?

Prices

Answer 23

Sub.

Question 24

Substantive or relationship?

Degree of mutual understanding

Answer 24

Relat.

Question 25

Substantive or relationship?

Liabilities

Answer 25

Substantive

Question 26

Is this part of planning, actual negotiation or completion?

Assess the other side’s alternatives if an agreement isn’t reached

Answer 26

Planning

Question 27

Is this part of planning, actual negotiation or completion?

Determine whether outside experts are needed

Answer 27

Planning

Question 28

Is this part of planning, actual negotiation or completion?

Establish the first offer that will be made

Answer 28

Planning