Negotiation Flashcards
1
Q
Compromising
A
Splitting the difference
2
Q
Logrolling is:
A
Trading important issues for you with important issues for your partner
3
Q
Sandbagging
A
Can be fun and produce wins but can ruin relationship if/when discovered
4
Q
Components to a negotiation
A
Relationship (ongoing bond)
Deal (who gets what)
Interaction (how we interact now)
5
Q
How to negotiate effectively:
A
Assess batna Assess opponents batna Assess true issues in negotiation Assess how important they are to you and your opponent Look for opportunities to create value
6
Q
Best way to win (hint how should you buy a car)
A
Always expand your pool of potential negotiating partners
7
Q
When should you ask for a promotion or a raise?
A
You don’t get what you don’t ask for
8
Q
How do you create value in negotiating?
A
Identify integrative solutions
