The art of negotiation

Question 1

5 strategies of conflict resolution

Answer 1

1. dictate terms, 2. problem solve, 3. arbitrate, 4. surrender and 5. negotiate

Question 2

What is negotiation

Answer 2

voluntary agreement, position driven, objective driven, win-win situations

Question 3

Negotiation is

Answer 3

“The resolution of conflict by mutual compromise”

Question 4

First rule of negotiation

Answer 4

DON’T

Question 5

2nd negotiation rule

Answer 5

Never negotiate with yourself

Question 6

3rd negotiation rule

Answer 6

never accept their first offer

Question 7

4th negotiation rule

Answer 7

never make the first offer

Question 8

5th negotiation rule

Answer 8

listen more talk less

Question 9

6th negotiation rule

Answer 9

never give free gifts

Question 10

7th negotiation rule

Answer 10

always watch for the salami and jellyfish

Question 11

8th negotiation rule

Answer 11

don’t fall for rookies regret

Question 12

9th negotiation rule

Answer 12

always avoid the quick deal

Question 13

10th and final negotiation rule

Answer 13

never reveal what your bottom line is

Question 14

How does negotiation with yourself happen?

Answer 14

We round down our offer / we get our internal tender team to ____ before we submit our response

Question 15

Why shouldn’t you accept rule 3, their first offer

Answer 15

because they probably won’t be trying to break rule 1

Question 16

3 types of free gift

Answer 16

cooperation, information and concession

Question 17

Always start with a complete value-oriented ____

Answer 17

Proposition

Question 18

What are the 3TQ’s

Answer 18

1. “What will this concession /information exchange cost me?”
2. ” What is it worth to the op?”

And finally and most importantly

3. “What do I want in return?”

Question 19

4 negotiation mantras

Answer 19

Perceptual not factual
Pragmatic not emotional
Co-operative not competitive
Rapport first understanding second

Question 20

____ not factual

Answer 20

Perceptual

Question 21

____ not emotional

Answer 21

Pragmatic

Question 22

______ not competitive

Answer 22

Co-operative

Question 23

______ understanding second

Answer 23

Rapport first

Question 24

5 stages of negotiation

Answer 24

planning, discussing, proposing, trading and confirming

Question 25

what is in the centre of your jellyfish?

Answer 25

WANT

Question 26

what surrounds your jellyfish?

Answer 26

NEED

Question 27

3 things important in the second phase (discussion)

Answer 27

make eye contact, use powerful language and don’t talk too much

Question 28

What 6 things should you AIM to leave your first discussion with?

Answer 28

What are your priorities, how do you feel about my proposal, what is your ideal position, what flexibility do you have on (X), what is your lowest level requirement, and where are your red lines today

Question 29

____ start small ___ start ___

Answer 29

Concessions start small and conditions start large

Question 30

2 important things about the confirming and agreeing phase?

Answer 30

Objectives achieved and close successful

Question 31

how can you define active listening?

Answer 31

SMILES

Question 32

styles of listening

Answer 32

combative, confirmatory, competitive, passive and autobiographic

Question 33

What is SMILES?

Answer 33

Sounds, mirroring, impression stating, listening position, echoing and summaries