Random from the quizzes

Question 1

Negotiation Process

Answer 1

The six steps in the negotiation process are, in order, preparation, relationship building, information exchange, persuasion, concessions, and agreement.

Question 2

Soft Negotiator

Answer 2

Value the relationship more than the outcome and will back down on issues in the interest of reaching agreement—even if they are no longer getting what they need

Question 3

Hard Negotiators

Answer 3

Committed to winning, even at the cost of the relationship

Question 4

Principled Negotiation

Answer 4

aim for mutual gain. Use interest-based relational negotiating or integrative bargaining.Principled negotiators can separate people from positions. They identify common interests and make them a goal of the negotiation. They are also creative: They come to the negotiation prepared with different options that may satisfy both sides. In principled negotiation, the goal is a win-win solution, requiring some sacrifice of position from each side in order to gain meaningful points.

Question 5

brinksmanship

Answer 5

“take it or leave it” negotiation

Question 6

“this is a one time offer”

Answer 6

bullying, deceptive and manipulative negotiation

Question 7

low/ high balling demands (negotiation)

Answer 7

making ridiculous and possibly unacceptable demands

Question 8

Preparation (Step 1 of Negotiation)

Answer 8

Negotiator should identify critical needs, wants and possible demands from other side.

Question 9

Relationship Building (Step 2 of Negotiation)

Answer 9

Trust is built with exchange of personal info that reveals character (encourage comfort and openness)

Question 10

Information Exchange (Step 3 of Negotiation)

Answer 10

Positions and needs are explained by both sides (Important to start to look at both sides)

Question 11

Persuasion (Step 4 of Negotiation)

Answer 11

Negotiator seeks mutually beneficial options instead of trying to win the other side to their own position)

Question 12

Concessions (Step 5 of Negotiation)

Answer 12

Both sides find wants that are not essential to agreement)

Question 13

Agreement (Step 6 of Negotiation)

Answer 13

Agreements may be legal instruments or verbally expressed understandings

Question 14

Fisher and Ury’s BATNA approach

Answer 14

“Best Alternative ro a Negotiated Agreement” Focus on problem, not personal differences and on mutually beneficial outcomes rather than hard positions.