Negotiation

Question 1

Anchoring

Answer 1

An offer that is at (or slightly more aggressive) than the aspiration point

Question 2

Aspiration point

Answer 2

The best outcome each party hopes to achieve from a negotiated agreement

Question 3

Best alternative to a negotiated agreement (BATNA)

Answer 3

An alternative that, should negotiation fail, you are willing and able to execute without the other party’s participation or permission

Question 4

Convergent thinkers

Answer 4

Tend to be reliable, rational, and principle-based

Question 5

Divergent thinkers

Answer 5

Tend to be creative and spontaneous

Question 6

Demand

Answer 6

A statement of terms with no room for adjustment

Question 7

Interests

Answer 7

The why behind what you want

Question 8

3 types of interests

Answer 8

Procedural interests

Psychological interests

Substantive interests

Question 9

Procedural interests

Answer 9

How a process is conducted

Question 10

Psychological interests

Answer 10

How people feel, how they are perceived, how they relate with others

Question 11

Substantive interests

Answer 11

Schedules, prices, salaries , etc

Question 12

Interest-based negotiations

Answer 12

Focus on the interests, not the positions of the two negotiating parties

Question 13

Negotiation

Answer 13

Process involving 2 or more people or groups who have a degree of difference in positions, interests, goals, values

Question 14

Position

Answer 14

What you want

Question 15

Reservation point

Answer 15

Bottom line

Question 16

Zone of possible agreement (ZOPA)

Answer 16

Bargaining range

Question 17

What is the (TIPO) model

Answer 17

Trust

Information

Power

Options

Question 18

2 types of trust (tipo)

Answer 18

Trust in person

Trust in process

Question 19

Trust in person

Answer 19

Personal trust stands alone. Not reliant on any institution or third party

Question 20

Trust in process

Answer 20

Both parties have faith in a governing institution and believe that it supports their negotiation

Question 21

Information (tipo)

Answer 21

Trust directly influences the amount of information shared between/among negotiating parties.

Question 22

2 types of Power (tipo)

Answer 22

Personal power

Position power

Question 23

3 types of position power

Answer 23

Coercive and reward

Connection

Legitimate

Question 24

What is coercive and reward position power

Answer 24

Ones belief that his or her opposite is willing and able to inflict punishment and /or offer incentives

Question 25

What is connection power

Answer 25

Who you know or are affiliated with

Question 26

Legitimate power

Answer 26

Based on ones rank, position, or level of authority

Question 27

3 types of personal power

Answer 27

Referent

Information

Expert

Question 28

People orientation

Answer 28

Centers on the relationship that exists between the individuals or groups involved

Question 29

Task orientation

Answer 29

This approach places more importance on reaching an outcome, solution, or resolution

Question 30

High-context culture

Answer 30

More people oriented and prefer to establish trusting relationships

Question 31

Low-context culture

Answer 31

Task-oriented and work towards negotiation a resolution as quickly as possible

Question 32

Readiness

Answer 32

The capacity of parties to decide it is in their best interest to negotiate an agreement rather than to continue a dispute

Question 33

Ripeness

Answer 33

Timing is critical to successful negotiation

Question 34

Mediation

Answer 34

Alternative form of dispute resolution that supports negotiations between two disputing parties