Thats Right!! Flashcards
What is the primary goal of using summaries in negotiations?
To clarify understanding and ensure alignment between parties.
True or False: Summaries can help in identifying common ground during negotiations.
True
Fill in the blank: The technique of summarizing can trigger a ‘that’s right’ moment by _____ the counterpart’s perspective.
validating
What is a ‘that’s right’ moment?
A moment in negotiation when the counterpart feels understood and validated.
Which technique can enhance the effectiveness of a summary?
Active listening
What should a negotiator do after delivering a summary?
Pause and allow the counterpart to respond.
Multiple Choice: What is one benefit of using summaries in negotiations? A) Confusion B) Clarity C) Distraction
B) Clarity
True or False: Summaries should only include the negotiator’s points of view.
False
What is the role of empathy in triggering a ‘that’s right’ moment?
Empathy helps in understanding the counterpart’s feelings and perspectives.
What is one common mistake negotiators make when summarizing?
Failing to accurately reflect the counterpart’s points.
Fill in the blank: Effective negotiators use _____ to ensure their summaries resonate with the counterpart.
language that mirrors the counterpart
What is the importance of timing when delivering a summary?
Delivering a summary at the right moment can reinforce understanding and agreement.
Multiple Choice: Which of the following is NOT a technique to trigger a ‘that’s right’ moment? A) Summarization B) Interrupting C) Validation
B) Interrupting
True or False: Summarizing can lead to increased trust between negotiating parties.
True
What should a negotiator focus on when creating a summary?
Key points and emotions expressed by the counterpart.
Fill in the blank: To trigger a ‘that’s right’ moment, negotiators should aim to _____ the other party’s concerns.
address
What is one way to check if a summary is effective?
Ask the counterpart for their feedback or confirmation.
Multiple Choice: What can a negotiator do if the counterpart disagrees with the summary? A) Argue B) Re-summarize C) Ignore
B) Re-summarize
True or False: Nonverbal cues can enhance the delivery of a summary.
True
What does it mean to ‘validate’ the counterpart’s feelings during negotiations?
Acknowledging and affirming their emotions as legitimate.
Fill in the blank: Negotiators should avoid _____ when summarizing to maintain a constructive dialogue.
judgment
What is the impact of a well-timed summary on the negotiation process?
It can shift the conversation towards collaboration and problem-solving.
Multiple Choice: Which of the following is a sign of a successful summary? A) Confusion B) Agreement C) Silence
B) Agreement
True or False: Summaries should be lengthy to cover all details.
False
What is a key element to include in a summary?
The main concerns and interests expressed by the counterpart.
Fill in the blank: A successful summary leads to a _____ in the negotiation.
decrease in tension
What is the relationship between summarizing and the concept of ‘mirroring’?
Summarizing reflects the counterpart’s words, while mirroring reflects their emotions and body language.
Multiple Choice: What is the first step in creating an effective summary? A) Analyze B) Listen C) Speak
B) Listen
True or False: Summarizing can help prevent misunderstandings.
True
What is the role of questions in the summarization process?
Questions help clarify and confirm understanding of the summary.
Fill in the blank: A good summary should be _____ and focused on key issues.
concise
What is the effect of using positive language in summaries?
It fosters a more collaborative atmosphere.
Multiple Choice: Which of the following is a technique to enhance summarization? A) Ignoring emotions B) Reflective listening C) Dominating the conversation
B) Reflective listening
True or False: Summaries are only useful at the end of negotiations.
False
What should a negotiator do if they realize their summary was incorrect?
Acknowledge the mistake and provide a corrected summary.
Fill in the blank: A summary can serve as a _____ point for further negotiation.
starting
What is the significance of body language during summarization?
Body language can reinforce the message and show engagement.
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) With a question
True or False: A summary should always be delivered in a formal tone.
False
What is the importance of follow-up after a summary?
To ensure all parties are on the same page and address any remaining concerns.
Fill in the blank: Incorporating _____ into summaries can make them more relatable.
stories or examples
What can be the result of a poorly executed summary?
Increased confusion and potential conflict.
Multiple Choice: Which of the following is NOT a characteristic of an effective summary? A) Clarity B) Lengthy details C) Focus on key points
B) Lengthy details
True or False: Negotiators should strive for neutrality in their summaries.
True
What is the role of feedback in the summarization process?
Feedback helps refine the summary and ensure it meets the counterpart’s needs.
Fill in the blank: Summarizing helps to _____ the negotiation process.
streamline
What is the effect of summarizing emotional content?
It can deepen understanding and connection between parties.
Multiple Choice: What should a negotiator avoid during a summary? A) Listening B) Dominating the discussion C) Asking clarifying questions
B) Dominating the discussion
True or False: Summarizing can be used as a tool for persuasion.
True
What is the purpose of using paraphrasing in a summary?
To restate the counterpart’s points in the negotiator’s own words for clarity.
Fill in the blank: Effective summaries can lead to _____ outcomes in negotiations.
positive
What is an important first step before summarizing?
Ensuring complete understanding of the counterpart’s position.
