Quiz 4

Question 1

BEO

Answer 1

Banquet Event Order

Question 2

RFP

Answer 2

Request for Proposal

Question 3

Need

Answer 3

A need is something that a person must have in order to thrive. Without it, that person will suffer either physically or mentally

Question 4

Want

Answer 4

A want is a choice. A desire which a person may or may not be able to get. Life will continue if a person doesnt get what they want.

Question 5

BEO

Answer 5

• summarizes a contractual agreement for a specific department responsible for an instance of a function
• Details and objectives are provided for the department

Question 6

Stage 1

Answer 6

Perpartions:

• Spend 80% of the time dedicate to a negiotation is in this stage
• Identify a BATNA, Target & Reservation point for both partiers
• Investigate the personality, interests, and background information on your negotiation partner

Question 7

Stage 2

Answer 7

Exchanging information:

• BATNA
• TARGET
• RESERVATION POINT
• ZOPA

Question 8

Stage 3

Answer 8

Bargains and buyouts:

• Begins when one number or term is mentioned by one party
• Do NOT give a concession, Trade a concession
• A buyout occurs when one party controls the negation to the detriment of the opposition part

Question 9

Stage 4

Answer 9

Closing and commitment:

• Mirror-image rule
• List the agreement in detail
• Record agreemebt of the table, a handshake is not good enough
• Re-start negotiation if any dispute is made during closing
• DO NOT be afraing to re-start a negotiation if there is not agreement

Question 10

Hard negotiators

Answer 10

• Sees negotiation as oppents
• Sees victory as the goal
• Demands concessions to establish a relationship

Question 11

Soft negotiators

Answer 11

• Tends to see negotiation as friends
• Is willing to trust the other side
• Sees agreements as the goals prepared to make concessions to cultivate the relationship

Question 12

Negotiation

Answer 12

Is the process which takes place within two or more indepedent parties have a different needs or goals; thus they work together to fins a mutually acceptable and benefical outcome

Question 13

Alternatives to negotiation

Answer 13

• Persuasion
• Giving in
• Coercion
• Problem solving
• legitimate power
• Artibritrations

Question 14

When negotiation fails

Answer 14

• emotional participants
• focus on personalities, in lieu of issues
• Not trying to understand the other person
• wanting to “win” at all costs
• Regarding negotiations as confrontations

Question 15

Traits of successful negotiators

Answer 15

• Dedication to continual improvement
• committed to a win/win result
• Professional
• Confident
• Relaxed
• Honest
• Sincere
• Respectful
• Empathetic

Question 16

Timing for BEO

Answer 16

BEO’s should not be sent to departments more than 2 weeks in advance

Question 17

BEO Meetings: Daily

Answer 17

*Banquets, catering, A/V, parking,Exec Committee member
*This is informal, usually takes place in an office
Purpose is to inform

Question 18

BEO Meetings: Weekly

Answer 18

• This involves planning and decision making

* All involved parties, including all exec: committee members, attend, finances are discussed

Question 19

BATNA

Answer 19

Best Alternative to a negotiated agreement

Question 20

Target

Answer 20

Your desired outcome

Question 21

Reservation Point

Answer 21

The lowest total agreement you can make. This is the point at which your BATNA is located

Question 22

ZOPA

Answer 22

Zone of possible agreement

Question 23

Bargainning zone

Answer 23

also known as ZOPA

*It is the overlap between their target and reservation point and your target and reservation point