UM 05 Negotiating

Question 1

Negotiation Defined:

Answer 1

Process involving two or more people or groups who hold different positions, interests, goals, values, or beliefs yet wish to reach an agreement on an issue or course of action.

Question 2

Before you negotiate consider:

Answer 2

Who is the conflict with? What is the risk? What is the severity?

Question 3

Conflict Management Styles:

Answer 3

Compete
Collaborate
Accommodate
Avoid
Compromise

Question 4

COMPETE

Answer 4

I WIN / YOU LOSE

Question 5

COLLABORATE

Answer 5

I WIN / YOU WIN

Question 6

ACCOMMODATE

Answer 6

I LOSE/ YOU WIN

Question 7

AVOID

Answer 7

I LOSE/ YOU LOSE

Question 8

COMPROMISE

Answer 8

I WIN/LOSE YOU WIN/LOSE

Question 9

There are TWO Negotiating Categories

Answer 9

Distributive and Integrative

Question 10

Distributive

Answer 10

Assumes resources are limited, divide up a fixed set of resources. Known as “value claiming”

Question 11

Distributive Negotiations Commonly run into Hardball Tactics.

Answer 11

Good Cop-Bad Cop
Highball-Lowball
Exploding Offer
Lying
Intimidation/Aggressive Behavior
Snow Job
Nibble

Question 12

Intergrative

Answer 12

Want both parities to win, not valued as opponent, more of a partner.

Question 13

Active Listening

Answer 13

Minimal Encouragements
Paraphrasing
Emotion Labeling
Mirroring (or Reflecting)
Open-Enderd Questions
"I" Message 
Effective Pauses

Question 14

5 Step CNS Negotiation Process

Answer 14

1. Positions
2. Interests
3. BATNA (Best alternative to a negotiated agreement)
4. Brainstorming
5. Solution