negotiation exercise Flashcards
1
Q
what are the 3 differeny areas you will typically see in how something is negotiated?
A
- distributive - parties intrest are domestically opposed to one another (what one party loses, the other gains)
- intregrative- something is much more important to1 party than it is to the other
- compatible issues: both parties have the exact same interest
2
Q
what are the general principles of negotiation strategies for reaching an agreement?
A
- not all issues are distributive
- often there are compatible issues
- often there are intregrative issues
- to reach the best agreement: don’t just compromise make trade offs
3
Q
if you want to chnage someones mind…
A
understand and address your counter parts problems
4
Q
what should you not focus on?
A
price
- most deals are 50 emotion and 50 economies
5
Q
where does the most overlooked value come from?
A
differences
- neglecting BATNA (walking away limit)
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6
Q
what should you concentrate on?
A
- the issues
- key areas of importance
- address all the problem and not personalities
- be creative
- emphasize win-win
7
Q
what should you do your homework on?
A
- understand the challenges the company faces
- explain how you will help them solve their problem
- underscore the impact you will have on your coworkers
- how will you involvement have a positive impact on the org
