Negotiation

Question 1

What happens before negotiation begins? (4)

Answer 1

• Be prepared mentally by having your HW done
• Determine the incentives of the person who you will be negotiating with
• Determine your starting point, tradeoffs, and bottom line
• Look for hidden agendas (both your own and the parties with whom you are negotiating with

Question 2

What happens during? (5)

Answer 2

• Maintain composure
• Ask for what you want assertively
• Role model good communication skills (speaking/listening), assertiveness, and flexibility
• Be patient and take a break if either party becomes angry or tired during the negotiation
• Avoid using destruction negotiation techniques, but be prepared to counter that if they are against you

Question 3

What happens after? (2)

Answer 3

• Restate what has been agreed upon, both verbally and in writing
• Recognize and thank all participants for their contributions to a successful negotiation

Question 4

Before, during, or after?

Look for hidden agendas (both your own and the parties with whom you are negotiating with

Answer 4

Before

Question 5

Before, during, or after?

Maintain composure

Answer 5

During

Question 6

Before, during, or after?

Avoid using destruction negotiation techniques, but be prepared to counter that if they are against you

Answer 6

During

Question 7

Before, during, or after?

Be prepared mentally by having your HW done

Answer 7

Before

Question 8

Before, during, or after?

Be patient and take a break if either party becomes angry or tired during the negotiation

Answer 8

During

Question 9

Before, during, or after?

Ask for what you want assertively

Answer 9

During

Question 10

Before, during, or after?

Determine the incentives of the person who you will be negotiating with

Answer 10

Before

Question 11

Before, during, or after?

Restate what has been agreed upon, both verbally and in writing

Answer 11

After

Question 12

Before, during, or after?

Role model good communication skills (speaking/listening), assertiveness, and flexibility

Answer 12

During

Question 13

Before, during, or after?

Determine your starting point, tradeoffs, and bottom line

Answer 13

Before

Question 14

Before, during, or after?

Recognize and thank all participants for their contributions to a successful negotiation

Answer 14

After

Question 15

Negotiation strategies

Use what kind of statements?

Answer 15

Factual

*also listen and keep open mind

Question 16

Negotiation strategies

Discuss what?

Answer 16

Issues, not personalities

Question 17

Negotiation strategies

Be ___
Start ____

Answer 17

Be honest

Start tough

Question 18

Negotiation strategies

Delay when confronted with what?

Answer 18

Something totally unexpected

Question 19

Negotiation strategies

Never tell the other party what?

Answer 19

That you are willing to negotiate totally

Question 20

Negotiation strategies

Know the bottom line…Do we want to try and use this or no?

Answer 20

Try not to use the bottom line

*also take breaks if either party becomes angry or tired

Question 21

Goals of negotiation

What is a major goal of negotiation?

Answer 21

To make the other party feel satisfied with the outcome

Question 22

Goals of negotiation

What is the focus in negotiation?

Answer 22

To create a win/win situation

Question 23

Goals of negotiation

What is the bottom line?

Answer 23

The very least for which a person will settle

Question 24

Goals of negotiation

What are trade-offs?

Answer 24

Secondary gains, often future oriented, that may be realized as a result of conflict

Question 25

Goals of negotiation What are hidden agendas?

Answer 25

The covert intention of negotiation * the manager must look for and acknowledge hidden agendas

Question 26

Goals of negotiation Seek consensus. What is this?

Answer 26

Reaching an agreement that all parties can support

Question 27

Goals of negotiation What is the greatest challenge in consensus building?

Answer 27

Time