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Practical Business Knowledge > Negotiation and Persuasion > Flashcards

Negotiation and Persuasion Flashcards

1
Q

What is negotiation?

A

A discussion aimed at reaching an agreement.

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2
Q

True or False: Negotiation only occurs in business contexts.

A

False

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3
Q

Fill in the blank: The goal of negotiation is to reach a ______.

A

mutual agreement

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4
Q

What are the two main types of negotiation?

A

Distributive and integrative negotiation.

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5
Q

What is distributive negotiation?

A

A competitive negotiation strategy where one party’s gain is another party’s loss.

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6
Q

What is integrative negotiation?

A

A collaborative approach where parties work together to find a win-win solution.

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7
Q

True or False: Preparation is a crucial part of successful negotiation.

A

True

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8
Q

What does BATNA stand for?

A

Best Alternative to a Negotiated Agreement.

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9
Q

Why is BATNA important in negotiation?

A

It provides a fallback option if negotiations fail.

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10
Q

What is a win-win outcome?

A

A situation where all parties feel they have gained something of value.

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11
Q

What is a concession in negotiation?

A

A compromise made by one party to reach an agreement.

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12
Q

Fill in the blank: In negotiation, ______ is the act of influencing someone to act in a certain way.

A

persuasion

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13
Q

What are the key elements of effective persuasion?

A

Credibility, emotional appeal, and logical arguments.

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14
Q

True or False: Nonverbal communication is not important in negotiation.

A

False

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15
Q

What is active listening?

A

Fully concentrating, understanding, responding, and remembering what is being said.

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16
Q

What is the role of trust in negotiation?

A

It fosters open communication and collaboration.

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17
Q

Multiple Choice: Which of the following is NOT a common negotiation tactic? A) Anchoring B) Framing C) Avoidance D) Collaboration

A

C) Avoidance

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18
Q

What is anchoring in negotiation?

A

The practice of establishing a reference point around which negotiations revolve.

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19
Q

Fill in the blank: The ______ approach focuses on interests rather than positions.

A

principled

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20
Q

What is the importance of understanding interests in negotiation?

A

It helps identify the underlying needs and desires of all parties.

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21
Q

True or False: Emotions should be completely suppressed during negotiation.

A

False

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22
Q

What is the purpose of a negotiation strategy?

A

To outline a plan for achieving desired outcomes.

23
Q

Multiple Choice: Which of the following is a common mistake in negotiation? A) Being overly aggressive B) Listening actively C) Asking open-ended questions D) Building rapport

A

A) Being overly aggressive

24
Q

What does ‘framing’ mean in the context of negotiation?

A

Presenting information in a way that influences perception and decision-making.

25
Q

What is a negotiation zone?

A

The range in which an agreement is satisfactory to both parties.

26
Q

Fill in the blank: A ______ is a formal proposal made during negotiation.

A

offer

27
Q

True or False: The first offer made in a negotiation is often the most favorable.

A

True

28
Q

What is the role of power dynamics in negotiation?

A

They influence the balance of influence between parties.

29
Q

What is the ‘ZOPA’ in negotiation?

A

Zone of Possible Agreement.

30
Q

Multiple Choice: Which is a key factor in successful negotiation? A) Rigidity B) Flexibility C) Indifference D) Hostility

A

B) Flexibility

31
Q

What is the difference between positions and interests?

A

Positions are what parties say they want; interests are why they want it.

32
Q

Fill in the blank: Good negotiators often use ______ questions to explore interests.

A

open-ended

33
Q

What is the importance of cultural awareness in negotiation?

A

It helps in understanding different communication styles and negotiation practices.

34
Q

True or False: Silence can be a powerful tool in negotiation.

A

True

35
Q

What is a ‘negotiation impasse’?

A

A situation where parties cannot reach an agreement.

36
Q

Multiple Choice: Which of the following is a sign of a successful negotiation? A) Hostility B) Mutual satisfaction C) Confrontation D) Withdrawal

A

B) Mutual satisfaction

37
Q

What is the role of a mediator in negotiation?

A

To facilitate discussion and help parties reach an agreement.

38
Q

Fill in the blank: ______ is the art of convincing someone to accept a point of view.

A

Persuasion

39
Q

What is the significance of body language in negotiation?

A

It conveys confidence, openness, and honesty.

40
Q

True or False: Negotiation is always a zero-sum game.

A

False

41
Q

What is the ‘principled negotiation’ approach?

A

Negotiation based on merits rather than positions.

42
Q

What does the term ‘compromise’ mean in negotiation?

A

An agreement reached by each party making concessions.

43
Q

Fill in the blank: ______ is the ability to influence others’ beliefs or actions.

A

Persuasion

44
Q

What is the role of preparation in negotiation?

A

To gather information and strategize for effective outcomes.

45
Q

Multiple Choice: Which tactic involves making a less favorable offer first? A) Highballing B) Lowballing C) Anchoring D) Framing

A

B) Lowballing

46
Q

What is the purpose of summarizing in negotiation?

A

To clarify understanding and ensure all parties are on the same page.

47
Q

True or False: The negotiation process can be improved with practice.

A

True

48
Q

What is the ‘door-in-the-face’ technique?

A

A persuasion strategy where a large request is followed by a smaller one.

49
Q

What is the importance of emotional intelligence in negotiation?

A

It helps in recognizing and managing emotions, fostering better communication.

50
Q

Fill in the blank: ______ skills are essential for effective persuasion.

A

Communication

51
Q

What is the role of closing techniques in negotiation?

A

To guide the negotiation toward a conclusion and agreement.

52
Q

Multiple Choice: Which of the following is a common closing technique? A) Direct ask B) Silence C) Summary D) All of the above

A

D) All of the above

53
Q

What is the ‘foot-in-the-door’ technique?

A

A persuasion strategy where a small request is made first to increase the likelihood of a larger request being accepted.

54
Q

What does ‘reciprocity’ mean in the context of negotiation?

A

The practice of exchanging things with others for mutual benefit.

Practical Business Knowledge (13 decks)

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