Teamwork: Negotiation And Compromise

Question 1

What is negotiation

Answer 1

Discussion between people who are trying to reach an agreement
- trying to maximise self-interest
- process to reach an agreement
- involves skills and tactics

Question 2

What causes a successful negotiation

Answer 2

• right people
• right issues
• right way
• right time
• right place

Question 3

What are the communication skills of negotiation

Answer 3

• preparation
• the right balance between talking and listening
• body language
• speaking effectively

Question 4

Explain preparation within negotiation

Answer 4

• plan your negotiation before hand if possible

Question 5

Explain the right balance and talking and listening in negotiation

Answer 5

Ask the right questions and give the right responses - two-way process
- to provide the right response and ask the right question, one must be able to listen and respond

Question 6

Explain speaking effectively in terms of negotiation

Answer 6

• your speech should have structure, logic, defnisible, is simple, contains examples and metaphors
  Structure: listener knows what you are going to talk about
  Logic: make sure your message explains and considers all arguments
  Defensible: be prepared for counter-arguments
  Simplicity: best arguments are the simplest
  Examples: give plenty of examples

Question 7

What is perspective taking

Answer 7

Cognitive response that involves imagining yourself in “someone else’s shoes”

Question 8

What are some things to watch for

Answer 8

• ethical conundrums
• unethical bargaining
• competitive bargaining
• attacking your opponent
• making false promises
• misrepresentation
• inappropriate information gathering
• feigning emotions

Question 9

What is competitive bargaining

Answer 9

Making an extremely high opening offer, making the other party feel as though they are under time pressure and you’re not

Question 10

What is attacking your opponent

Answer 10

Violence

Question 11

What is making false promises

Answer 11

Making promises that you will not keep just to win

Question 12

What is misrepresentation

Answer 12

Misrepresenting information to your opponent to make your position appear stronger

Question 13

What is inappropriate information gathering

Answer 13

Attempting to gain information from opponent through bribing, expensive gifts, paying mutual friends and contacts, recruiting your colleagues friends or teammates

Question 14

What is compromise

Answer 14

An agreement made between two people or groups in which each side gives up some of the things they want so that both sides are happy at the end

Question 15

When to compromise?

Answer 15

A compromise is made when there is a need to resolve an issue and no one solunion is accepted
- the issue is usually called conflict
- compromise is one way of conflict resolution

Question 16

In interest based negotiation to result in a mutually beneficial outcome both parties need to know what?

Answer 16

The needs of both parties