Negotiation Flashcards
An offer that is at or slightly more aggressive than the aspiration point
Anchoring
The best each party hopes to get out a negotiated agreement
The aspiration point
Zone of possible agreement is what in negotiation
The bargaining range
The reason behind your bargaining position
Interest
And alternative that should negotiations fail you’re willing and able to execute without the participation or permission
BATNA Best alternative to negotiate a degree
What is the bottom line i.e. the least favorable position or offer you’ll except
Reservation point
The preferred style of Air Force mediators for use in negotiations due to continued relationships after negotiations
Interest based negotiations
This negotiation model illustrates how trust influences your use of information power and how information power influence the way you develop options to resolve a dispute
TIPO
This negotiation strategy focuses on the basic interest the drive each parties position
Cooperative negotiation
Which negotiation preference should be used when the relationship is more important than the task
Comply
Which negotiation preference should be used when the current situation favors any proposed solution issue at hand is unimportant to one or both parties and there are other more important priorities
Evade
Which negotiation preference should be used when there is little chance of getting everything you want one variable is at stake and there’s a need for quick negotiation
Settle
Which negotiation preference as high task and people oriented
Cooperative
Which negotiation preference is low task and people oriented
Evade
What will change the negotiation from a contest of wills to search for solutions through focusing on understanding and underlying interests
Cooperative negotiation strategy
