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Negotiation Techneqes > Thats Right!! > Flashcards

Thats Right!! Flashcards

1
Q

What is the primary goal of using summaries in negotiations?

A

To clarify understanding and ensure alignment between parties.

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2
Q

True or False: Summaries can help in identifying common ground during negotiations.

A

True

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3
Q

Fill in the blank: The technique of summarizing can trigger a ‘that’s right’ moment by _____ the counterpart’s perspective.

A

validating

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4
Q

What is a ‘that’s right’ moment?

A

A moment in negotiation when the counterpart feels understood and validated.

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5
Q

Which technique can enhance the effectiveness of a summary?

A

Active listening

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6
Q

What should a negotiator do after delivering a summary?

A

Pause and allow the counterpart to respond.

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7
Q

Multiple Choice: What is one benefit of using summaries in negotiations? A) Confusion B) Clarity C) Distraction

A

B) Clarity

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8
Q

True or False: Summaries should only include the negotiator’s points of view.

A

False

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9
Q

What is the role of empathy in triggering a ‘that’s right’ moment?

A

Empathy helps in understanding the counterpart’s feelings and perspectives.

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10
Q

What is one common mistake negotiators make when summarizing?

A

Failing to accurately reflect the counterpart’s points.

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11
Q

Fill in the blank: Effective negotiators use _____ to ensure their summaries resonate with the counterpart.

A

language that mirrors the counterpart

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12
Q

What is the importance of timing when delivering a summary?

A

Delivering a summary at the right moment can reinforce understanding and agreement.

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13
Q

Multiple Choice: Which of the following is NOT a technique to trigger a ‘that’s right’ moment? A) Summarization B) Interrupting C) Validation

A

B) Interrupting

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14
Q

True or False: Summarizing can lead to increased trust between negotiating parties.

A

True

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15
Q

What should a negotiator focus on when creating a summary?

A

Key points and emotions expressed by the counterpart.

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16
Q

Fill in the blank: To trigger a ‘that’s right’ moment, negotiators should aim to _____ the other party’s concerns.

A

address

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17
Q

What is one way to check if a summary is effective?

A

Ask the counterpart for their feedback or confirmation.

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18
Q

Multiple Choice: What can a negotiator do if the counterpart disagrees with the summary? A) Argue B) Re-summarize C) Ignore

A

B) Re-summarize

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19
Q

True or False: Nonverbal cues can enhance the delivery of a summary.

A

True

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20
Q

What does it mean to ‘validate’ the counterpart’s feelings during negotiations?

A

Acknowledging and affirming their emotions as legitimate.

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21
Q

Fill in the blank: Negotiators should avoid _____ when summarizing to maintain a constructive dialogue.

A

judgment

22
Q

What is the impact of a well-timed summary on the negotiation process?

A

It can shift the conversation towards collaboration and problem-solving.

23
Q

Multiple Choice: Which of the following is a sign of a successful summary? A) Confusion B) Agreement C) Silence

A

B) Agreement

24
Q

True or False: Summaries should be lengthy to cover all details.

A

False

25
Q

What is a key element to include in a summary?

A

The main concerns and interests expressed by the counterpart.

26
Q

Fill in the blank: A successful summary leads to a _____ in the negotiation.

A

decrease in tension

27
Q

What is the relationship between summarizing and the concept of ‘mirroring’?

A

Summarizing reflects the counterpart’s words, while mirroring reflects their emotions and body language.

28
Q

Multiple Choice: What is the first step in creating an effective summary? A) Analyze B) Listen C) Speak

A

B) Listen

29
Q

True or False: Summarizing can help prevent misunderstandings.

A

True

30
Q

What is the role of questions in the summarization process?

A

Questions help clarify and confirm understanding of the summary.

31
Q

Fill in the blank: A good summary should be _____ and focused on key issues.

A

concise

32
Q

What is the effect of using positive language in summaries?

A

It fosters a more collaborative atmosphere.

33
Q

Multiple Choice: Which of the following is a technique to enhance summarization? A) Ignoring emotions B) Reflective listening C) Dominating the conversation

A

B) Reflective listening

34
Q

True or False: Summaries are only useful at the end of negotiations.

A

False

35
Q

What should a negotiator do if they realize their summary was incorrect?

A

Acknowledge the mistake and provide a corrected summary.

36
Q

Fill in the blank: A summary can serve as a _____ point for further negotiation.

A

starting

37
Q

What is the significance of body language during summarization?

A

Body language can reinforce the message and show engagement.

38
Q

Multiple Choice: What is the best way to conclude a summary? A) With a question B) With a statement of agreement C) By moving on to a new topic

A

A) With a question

39
Q

True or False: A summary should always be delivered in a formal tone.

A

False

40
Q

What is the importance of follow-up after a summary?

A

To ensure all parties are on the same page and address any remaining concerns.

41
Q

Fill in the blank: Incorporating _____ into summaries can make them more relatable.

A

stories or examples

42
Q

What can be the result of a poorly executed summary?

A

Increased confusion and potential conflict.

43
Q

Multiple Choice: Which of the following is NOT a characteristic of an effective summary? A) Clarity B) Lengthy details C) Focus on key points

A

B) Lengthy details

44
Q

True or False: Negotiators should strive for neutrality in their summaries.

A

True

45
Q

What is the role of feedback in the summarization process?

A

Feedback helps refine the summary and ensure it meets the counterpart’s needs.

46
Q

Fill in the blank: Summarizing helps to _____ the negotiation process.

A

streamline

47
Q

What is the effect of summarizing emotional content?

A

It can deepen understanding and connection between parties.

48
Q

Multiple Choice: What should a negotiator avoid during a summary? A) Listening B) Dominating the discussion C) Asking clarifying questions

A

B) Dominating the discussion

49
Q

True or False: Summarizing can be used as a tool for persuasion.

A

True

50
Q

What is the purpose of using paraphrasing in a summary?

A

To restate the counterpart’s points in the negotiator’s own words for clarity.

51
Q

Fill in the blank: Effective summaries can lead to _____ outcomes in negotiations.

A

positive

52
Q

What is an important first step before summarizing?

A

Ensuring complete understanding of the counterpart’s position.

Negotiation Techneqes (10 decks)

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